Make “YES” the First Word Clients Say, Not the Last

Women on Business

Guest Posts b2b sales b2c sales Sales sales tips small business sales We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link].

B2C 181

The Science of Marketing Throughout the Entire Funnel

Women on Business

Guest Posts b2b marketing marketing funnel We''ve Moved! Update your Reader Now. This feed has moved to: [link] If you haven''t already done so, update your reader now with this changed subscription address to get your latest updates from us. link].

B2B Companies: How Can You Connect Your Top Customers in Your Online Community?

Managing Communities

Please Update Your ManagingCommunities.com RSS Feed Subscription This feed has moved to: [link] I apologize for the trouble. For more details, please read my post on the matter. Thank you. Community Cultivation

B2B 78

Why companies win by building relationships

Lead on Purpose

For too many companies, business-to-business (B2B) customer engagement is dismally low. In his article B2B’s Win by Building Relationships, Not Selling on Price , author Marco Nink gives the following insight on the importance of building customer relationships: Competing on price is a losing strategy, and Gallup research shows it’s an unnecessary one. The more a B2B company helps its customers perform, the more essential it becomes.

Santa Claus and Google. The same or just a coincidence?

Strategy Driven

The week between Christmas and the New Year presents an amazing opportunity to any person who is B2B, and many B2C. After nearly 60 years of a wavering belief in Santa Claus, I have come to a major AHA! Santa Claus is actually Google. Think about it: Google knows when you’re sleeping.

B2C 141

On leadership: My video interview with serial entrepreneur Chris Ducker!

Bernd Geropp

With his company Group Live2Sell Chris offers quality inbound call center services and Telemarketing services for B2B and B2C. Shift in marketing: It is not important if it is B2b or B2C. Serial Entrepreneur Chris Ducker. Two weeks ago I attended the New Media Expo in Las Vegas.

Video 121

How Advanced Analytics Is Changing B2B Selling

Harvard Business Review

While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in old-line industries selling what might be considered commodity products. A growing number of B2B companies are using data and analytics to add services that bring new elements of value to customers, and in some cases new sources of revenue. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

Genecians Journey Into Corporate Giving

Mills Scofield

During our four sessions, we coached the Chatham team to first identify their organization’s diverse roles (which includes business service provider, government policy influencer, educational resource, and liaison for B2B urban development programs).

Ryan 133

What's The Future Of Business By Brian Solis

Eric Jacobson

Question : For readers who lead Business-To-Business (B2B) companies, my sense is that some will think this book is not for them because they don't deal with the consumer or aren't in retail. Arrogance + Ignorance = Irrelevance We live in a time when the line between B2B and B2C is eroding.

B2B 70

The Growing Power of Inside Sales

Harvard Business Review

Yes absolutely, over the last several years B2B companies have been ramping up their inside sales investment. Many B2B companies are making inside sales a priority. First, B2B sellers feel competitive pressure to cut costs, and they''re seeking more efficient ways to sell.

B2B 16

China Needs a New Generation of Dreamers (and New Dreams)

Harvard Business Review

Jack Ma, founder of Alibaba, the world’s largest online B2B global trading marketplace, is probably the most obvious choice. China leads the world in population, and probably in sheer numbers of entrepreneurs as well, but does it lead the world in innovative dreams?

Univision's Ratings Win Underlines the Power of Hispanic Marketing

Harvard Business Review

B2B advertisers are beginning to turn their attention to the rising number of businesses owned by Hispanics in the U.S. It''s been a good summer so far for Univision.

B2B 16

Why Would Hackers Target My Little Company?

Harvard Business Review

How much do you know about your vendors'' or B2B customers'' security capabilities? If your business is relatively small, keeps a low profile, and isn''t involved in financial services or national defense, you might assume that data security isn''t a big issue for you.

B2B 17

Can Chinese Smartphone Darling Xiaomi Compete in Western Markets?

Harvard Business Review

With a business model of at-cost hardware and software up-selling, it recently raised its 2013 sales targets from 15 million smartphones to 20 million, and is now gazing abroad. For example, consumer brands tend to have more of a social/emotional component to their jobs-to-be-done, while B2B products are heavier on functional needs.

B2B 12

Every Business Is (Or Should Be) a Social Business

Harvard Business Review

The differences were more along traditional business characteristics: virtual vs. physical product or service, B2B vs. B2C, etc. I believe the distinction between social and non-social business is a false dichotomy. And yet, it's one we continually want to make.

Use Your Data to Get a Holistic View of the Customer

Harvard Business Review

We are now both a B2C and a B2B company: We own concert venues and are the leading promoter of live events in the world. Ticketmaster has B2B relationships with sports teams and producers of a variety of events across sports, concerts, family acts, and arts and theater.

B2C 12

Coping With Change in Emerging Markets

Harvard Business Review

What do distributors believe and, in the case of B2B businesses, what do customers think? In 2000, Chrysler''s then president, James Holden, traveled to India to study the market. Upon returning to Detroit, he summarized his visit with the remark: "Call me when (India has) built some roads," according to Forbes correspondent Robyn Meredith in her 2007 book The Elephant and the Dragon.

B2B 12

Forget Business Plans; Here’s How to Really Size Up a Startup

Harvard Business Review

Or consider a B2B software company I know. If you want to really understand a firm’s strategy—whether it’s a start up or Fortune 500 firm–you need only two documents: the compensation plan and the pricing plan. Forget about business plans, PowerPoint presentations, executive speeches, media interviews, strategy memos, or org charts. Forget about brochures, YouTube videos, and blogs.

Price 12

Morning Advantage: Will Hadoop Smarts Make Sears Rich?

Harvard Business Review

And apparently the 130-year-old retailer has become so adept that it’s stopped giving away advice over the phone and started selling data management services under the B2B brand MetaScale. Among the select few to address the 6,000 faithful with tales from the leading edge of data analytics at this June''s Hadoop conference will be Netflix, Yahoo — and Sears. For three years, AdAge reports, Sears has been using Hadoop to get a handle on the 100 million customers in its databases.

B2B 12

You Found Your Product-Market Fit. Now What?

Harvard Business Review

Across our portfolio and in my own entrepreneurial experience, I have seen three main sales models work successfully in scaling B2B sales: 1) Enterprise; 2) Telephone; 3) Developer-driven. B2C sales and customer acquisition efforts are a different matter (and one I''ll perhaps address in a future blog), but for B2B, those three models are the most common pattern. In every start-up, finding initial product-market fit is a magical moment.

B2B 12

Give Your Customers the "True Value Test"

Harvard Business Review

But in my experience, visibility is rarely the real issue (especially with B2B companies selling bigger-ticket, complex services and products). Business leaders often express frustration with what they see as a disconnect between their company''s perceived value and its true value — a disconnect that''s impeding growth. They''ve got great people, great products and services, they say, but their organizations aren''t selling as much as they should, and aren''t appropriately valued.

B2B 12

Free Yourself from Conventional Thinking

Harvard Business Review

You must move from B2C to B2B, or vice versa. Groundbreaking ideas are no longer a luxury when success is contingent upon an organization''s ability to adapt, innovative, and improve. We need look no further than Kodak, Sears, or Sony for validation that status-quo thinking is the fast-track to failure. How, then, can organizations break free of conventional thinking to spark creativity? The first step is to consider the way you have always done business — and stop.

B2C 12

5 Pitfalls of Marketing Waterfalls

Strategy Driven

Take note that 72% of B2B marketers have no or very little processes for lead funnel optimization, according to the 2012 Marketing Sherpa B2B Benchmark Study.

How Sales Reps Can Succeed in the Social Era

Harvard Business Review

The personal connection is equally important in B2B as B2C sales — so long as you are not just competing on price and there is risk in the purchase decision, prospects will always be inclined to buy from someone they feel they know, like, and trust.

B2C 10

The Real Reasons Chinese Firms Have Weak Branding

Harvard Business Review

In addition, most of the very large firms in China are content to compete as B2B players where the value of branding is not obvious. In a recent column for the New York Times, David Brooks posited that the U.S. has one clear advantage over Chinese competition: branding. He notes that U.S.

B2B 11

How Parody Inspires Great Design

Harvard Business Review

For a B2B web service, I asked the design team to pretend that the site would reside on Amazon. iHave no idea about the iWatch. But iKnow intriguing innovation inspiration when iSee it. The rumored iWatch, much like Apple's rumored TV , has been a source of frenzied speculation.

B2B 10

Take Your Show on the Road

Harvard Business Review

At the B2B level, vans have turned this dynamic on its head, investing in assets explicitly to provide showrooms that educate and raise awareness. So if you’re in a B2B business – and perhaps even if it’s B2C – spend some time thinking about an idea that keeps coming up in competitive simulation exercises. Once in a blue moon, a brainstorming session produces an idea that is so blindingly good that people wonder not only “why aren’t we doing that already?”

B2B 8

Despite Dire Predictions, Salespeople Aren’t Going Away

Harvard Business Review

Forrester Research predicted that one million B2B salespeople will become obsolete by 2020, lost to e-commerce. Will there really be fewer B2B salespeople in 2020? Today, buyers increasingly use the web to evaluate purchase options in both B2C and B2B markets.

B2B 16

Building a Direct-to-Consumer Strategy Without Alienating Your Distributors

Harvard Business Review

As a result, many B2B companies remain stuck in a stalemate. This dual distribution strategy resonated with both consumers and investors — as Cree’s stock price tripled from 2011 to 2013. Digital represents a significant opportunity for many B2B companies, but also risk.

B2B 16

Design Can Drive Exceptional Returns for Shareholders

Harvard Business Review

In Interbrand’s 2013 list of the World’s most valuable brands , Nike ranks 24 th , two slots up from the prior year and a 13% increase in value to $17.085 billion. It used to be about “us” and “them.”. “Us”

Using Data to Increase Patient Engagement in Health Care

Harvard Business Review

Inside the company, we sometimes refer to this initiative as “The Death of McKinsey,” an identifier not-so-loosely inspired by a blog post from Gordon Ritter and motivated further by a 2013 Clayton Christensen HBR article.

What Big Companies Can Learn from the Success of the Unicorns

Harvard Business Review

The term “unicorns,” coined, in 2013, by Aileen Lee, founder of Cowboy Ventures , is commonly used to identify venture-backed private companies valued at $1 billion or more.

B2B 16

What to Do When You’re Returning to a Company You Used to Work For

Harvard Business Review

But in 2013, after five years at the company, she resigned. She managed crisis communications, ran PR for big national brands, and worked in B2B and B2C. When Bridget left Profiles in 2013, she had been an account executive and social media strategist.

PR 13

What You Need to Know About Segmentation

Harvard Business Review

The marketers of Clearblue Advanced Pregnancy Test, a product that can tell you if you’re one-week, two-weeks, or three-plus weeks pregnant, asked a couple of D-list celebrities to tweet out their positive tests back in 2013. The people (or organizations, in B2B marketing) in a segment should have similar needs that are clearly different from the needs of other people in other segments.