Harvard Business Review

OCTOBER 30, 2014

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones.

Marketing 12

Marketing Guidelines B2C Analysis 12

Harvard Business Review

JULY 30, 2013

In every start-up, finding initial product-market fit is a magical moment. But once you achieve initial product-market fit and are down the Sales Learning Curve (PDF), suddenly you are faced with a new challenge: how do I scale up the sales efforts? I''ll discuss each one below. 1) Enterprise Sales. in quota for a rep (i.e., $1m

Marketing 8

Marketing Productivity Products Learning Curve 8

Harvard Business Review

DECEMBER 13, 2017

Because I teach a course on Product Management at Harvard Business School, I am routinely asked “what is the role of a Product Manager?” ” The role of a Product Manager (PM) is often referred to as the “CEO of the Product.” Performing market assessments. Running design sprints. Company Fit.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

APRIL 18, 2011

The role exists in B2B and B2C firms as diverse as Allstate, Dunkin' Brands, USAA, Philips Electronics, FedEx, the Cleveland Clinic, and SAP. A third of the CCOs previously held Division President or GM roles, and almost as many worked in a marketing and/or sales position. Senior leaders are in a new position. Consider one example.

B2C 15

B2C B2B Forrester Budgeting 15

Harvard Business Review

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time.

B2B 14

B2B Chemicals Analysis B2C 14

Harvard Business Review

AUGUST 2, 2012

The reality is, today's best-in-class sales (and marketing) techniques look very little like the conventional wisdom deeply embedded in most organizations' performance metrics, sales process, pipeline management tools, marketing messages, and rep training manuals. In many ways, it was the golden age of the solution sale.

B2B 15

B2B B2C Learning-by-Doing Class 15

Harvard Business Review

OCTOBER 21, 2013

The managers who express this idea in our simulated competitive games aren’t thinking of some simple shelving-units-on-wheels format – the kind of oversized salesman’s bag that’s been hauled out to prospects for decades. The vans are also used to provide education and training.

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

APRIL 10, 2013

was about replacing human capital, what makes social media so exciting is that it is about enhancing human capital, to "make your reps superhuman," as Duane Morrow, Chief Marketing Officer of Primerica described to me. Whereas Web 1.0 Here are three best practices of successful salespeople in the social era: 1.

B2C 8

B2C B2B Human Capital Media 8

Harvard Business Review

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. Companies like Salesforce.com, Philips, and Oracle have appointed chief customer officers, while many other B2B players have embarked on enterprise-wide efforts to improve their marketing, sales, and support interactions.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

JUNE 23, 2015

To some, ball bearings are boring, even though these small steel spheres are what keep everything from factory machines and wind turbines as well as cars, trucks, planes, and trains moving smoothly and safely. That lag poses dangers. Railway operators and wind farm owners were among the first to deploy the concept.

Industry 8

Industry System Business Model B2C 8

Eric Jacobson

JANUARY 20, 2014

Social selling does not replace all other sales and marketing processes. 68 percent of marketers reported gain benefits in the area of lead generation, and 40 percent also realized an improvement in sales. AMACOM Business Leadership Management Selling Shannon Belew Social Networks The Art Of Social Selling'

B2C 78

B2C How To Media Survey 78

N2Growth Blog

NOVEMBER 30, 2010

While the technology supporting sales process have clearly evolved, the traditional sales strategies proffered by sales gurus 20 or 30 years ago have not kept pace with market needs. Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale.

Blog 373

Blog Ryan B2C Brand 373

Eric Jacobson

OCTOBER 29, 2015

Social selling does not replace all other sales and marketing processes. 68 percent of marketers reported gain benefits in the area of lead generation, and 40 percent also realized an improvement in sales.

B2C 50

B2C Survey eBook Media 50

Harvard Business Review

JULY 1, 2014

Nine out of ten organizations are now marketing with content – that is, going beyond the traditional sales pitches and instead enhancing brands by publishing (or passing along) relevant information, ideas, and entertainment that customers will value. The success of content marketing has radicalized the way companies communicate.

Content 10

Content Marketing Brand Public Relations 10

Harvard Business Review

DECEMBER 23, 2016

In this environment, a new 4G only player has entered in 2016 with an initial investment of $20 billion in network and market infrastructure. Digital rights and viewing habits are much easier to manage on mobile networks and revenues are likely to start expanding as more people view their entertainment on mobile devices.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8