Harvard Business Review

AUGUST 19, 2019

And what to try instead.

B2B 12

B2B Advice Article 12

CEO Blog

DECEMBER 31, 2010

I would consider it a must read for anyone selling big ticket products particularly in a B2B environment. That’s not bad advice… unless you go there with nothing interesting or important to say about the customer’s business. Seek first to listen. understanding a customers needs helps sell way more than prematurely pitching.

Blog 190

Blog CEO Leadership Comparison 190

Mills Scofield

APRIL 20, 2013

Import & B2B : Sending dresses from Cambodia to the US is the last step in the Celia Grace supply chain. And we haven’t left Asia yet! How will they be shipped, what is the port of entry, what classification does each dress style fall under and what is the rate of duty? This will take longer than you think.

Supply Chain 159

Supply Chain Fashion Proposal Learning Curve 159

Strategy Driven

JULY 22, 2018

Unfortunately, none of these resources contains a single piece of advice on how to avoid at the typical errors synonymous with web development during the creation of platforms. This may seem reasonable for small business websites or blogs, but when it comes to B2B systems and e-commerce platforms, these errors could lead to huge losses.

B2B 64

B2B Development Wilde Project 64

Harvard Business Review

AUGUST 2, 2012

Our article in the current issue of HBR, " The End of Solution Sales ," has created quite a stir among B2B sales professionals and pundits alike. In one form or another, this is the stated sales strategy of virtually every large B2B sales organization. As the saying goes, "The flak only gets heavy when you're over the target.".

B2B 15

B2B B2C Learning-by-Doing Class 15

Harvard Business Review

JULY 25, 2011

One of the most common pieces of feedback we get from our readers is that you want to know more about how to put the ideas and advice from our magazine articles into practice in your own organizations. We have been exploring ways to do just that and want to share some of our early endeavors with you.

Brand 13

Brand B2B Download Advice 13

Strategy Driven

OCTOBER 8, 2012

Do you have any advice for me? Jeffrey, My company helps small B2B businesses plan a video strategy and develop web series and webinars to tighten their bond with their customers. I visit prospective customers almost daily, mostly insurance agents and property managers, and provide value. Best Regards, Jeffrey.

Video 50

Video Objective Loyalty B2B 50

Harvard Business Review

DECEMBER 18, 2013

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. We can do that.

B2C 8

B2C B2B Sports Discount 8

Harvard Business Review

OCTOBER 7, 2014

We went straight to the frontline people to ask if it would grab consumers — and also if it would work with our B2B intermediary customers in stores where the custom orthotics stations would be placed. We turned to our frontline managers who knew the customer intimately and asked for their help and advice. They said, “Yes.”

CEO 11

CEO Strategy Pharmaceuticals B2B 11

Harvard Business Review

AUGUST 25, 2014

It’s a great ethnographic study of B2B selling for capital goods. In fact, sales advice, if it’s even discussed, usually revolves around a combination of “reorganizing” and “incentives.”

Strategy 12

Strategy P&L TQM Strategic Planning 12

Harvard Business Review

APRIL 4, 2013

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. For three years, AdAge reports, Sears has been using Hadoop to get a handle on the 100 million customers in its databases.

B2B 8

B2B Maturity Retail Conference 8

Harvard Business Review

NOVEMBER 20, 2018

If you’re B2B, the train is parked in the station, but it’s leaving soon. ” Today, that advice feels out of date. You’ve got to get 90% of the friction out of your model. If you want to build a great company in 2018, your customer experience has to be ten times lighter than the competition.

B2C 14

B2C Energy Marketing Efficiency 14

Harvard Business Review

JULY 17, 2012

While it's fine to utilize a professional network to sell — for instance, in the B2B service space, we spoke with several startups whose first sales were to their previous employers — don't neglect to realize that the best customer feedback will come from transactions that are truly arms-length.

Entrepreneur 15

Entrepreneur Discount B2B Long-term 15

Harvard Business Review

JULY 17, 2012

While it's fine to utilize a professional network to sell — for instance, in the B2B service space, we spoke with several startups whose first sales were to their previous employers — don't neglect to realize that the best customer feedback will come from transactions that are truly arms-length.

Entrepreneur 15

Entrepreneur Discount B2B Long-term 15

Harvard Business Review

FEBRUARY 13, 2013

Knowledge-intensive and advice-driven enterprises ask, "What would Google do?". For a B2B web service, I asked the design team to pretend that the site would reside on Amazon. ," has emerged as a rhetorical question that product managers have learned to ask — or be forced to publicly answer. The result was amazing.

B2B 8

B2B Retail Innovation Download 8

Harvard Business Review

JUNE 16, 2014

Business books, magazines, and blogs are chock full of advice about how to give feedback to individuals, but how do you do the same for your entire team? The group’s biggest issue was its disappointing B2B product suite. What type of constructive criticism is appropriate in a group setting? How much is too much?

Team 11

Team How To Case Study Open-book 11

Harvard Business Review

MAY 4, 2016

You know the standard advice. I transformed Axion’s all-things-for-all-customers mentality, establishing a profitable B2B focus that grew our revenue from less than $.75M Updating your LinkedIn profile and resume. But for the most part, recruiters aren’t calling. 75M to more than $14.5M in four years. 5M to $10M.

Brand 8

Brand Press Release Marketing B2B 8

Eric Jacobson

JULY 19, 2016

Debbie Laskey is one of my go-to experts when I seek advice about a number of business topics, including marketing, social media, and nonprofit marketing and leadership. So, it's my privilege to share today some of Debbie's insights on all these topics.

Marketing 50

Marketing CPA Leadership Budgeting 50

Harvard Business Review

AUGUST 4, 2017

“When people ask for advice in those areas, I volunteer myself,” she adds. She managed crisis communications, ran PR for big national brands, and worked in B2B and B2C. “People are generally really thankful for your help.” ” When colleagues asked her why she left, she was honest. And she did.

Company 13

Company PR Learning-by-Doing Maturity 13

N2Growth Blog

NOVEMBER 30, 2010

Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold. The process of finding out and offering the advice on the fix is still selling. I "sell" day to day B2c and B2B and its about relationship and problem solving. If you don't sell, I am unlikely to buy.

Blog 390

Blog Ryan B2C Brand 390

Harvard Business Review

APRIL 19, 2018

” And despite the repeated mantra about “data-driven,” there is contradictory advice about which content-marketing benchmarks indicate success as well as many blithe assertions about best practices in this area.

Content 11

Content Marketing Case Study B2B 11

Miles Anthony Smith

NOVEMBER 7, 2019

The biggest bonus is that these 65 experts also shared their greatest content marketing tips and advice, including some common myths. TopRank Marketing TopRank Marketing has been doing innovative and impactful work with interactive content and B2B influencers for huge brands like SAP, Dell, LinkedIn, 3M, and Oracle for over 18 years.

Marketing 105

Marketing Content Audience Brand 105

Harvard Business Review

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. People need reinforcement, periodic upgrading, advice on adapting their skills to new circumstances, and motivational help. But ignoring talent processes and strategies can have unintended consequences and stall one’s scaling efforts.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. People need reinforcement, periodic upgrading, advice on adapting their skills to new circumstances, and motivational help. But ignoring talent processes and strategies can have unintended consequences and stall one’s scaling efforts.

Long-term 8

Long-term Short-term Team Succession 8

Great Leadership By Dan

MAY 4, 2017

So much depends on the market the startup is in as well as the company’s focus (B2B vs. B2C), but there are still some guidelines that apply across the spectrum: 1. They are also co-authors of THE ULTIMATE START-UP GUIDE: Marketing Lessons, War Stories, And Hard-Won Advice From Leading Venture Capitalists And Angel Investors.

Succession 124

Succession PR Venture Capitalist B2C 124