Coaching Tip

SEPTEMBER 30, 2011

One of the biggest differences between B2B and B2C worlds is marketing. B2B companies invest to understand their customers as well, but the path they take is very different. In the B2B world there are three typical levels: user, influencer, decision maker and each level may have 1 to 1,000s of people involved and impacted in the buying of services. Domain knowledge — The B2B buyer has the expertise and experience in the offering being considered.

B2C 125

B2C B2B Marketing CIO 125

Strategy Driven

JULY 22, 2018

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. The customer decides to create a B2B web platform from scratch.

B2B 148

B2B Development Project Tactics 148

Strategy Driven

JULY 28, 2017

As such, agile management can be extremely beneficial for B2B businesses. Agile project management can require a significant change within a B2B business. You just finished reading How Agile Project Management Can Improve Your B2B Business !

Agility 148

Agility B2B Project Management 148

Leading Strategies

NOVEMBER 18, 2014

The practice of pricing in B2B enterprises has evolved considerably over the past two decades. It is no longer a specialized silo function, but rather a stra…… Sales & Marketing

B2B 100

B2B Trends Price Strategy 100

Krishna De

AUGUST 24, 2013

Are you still unsure how to use social media if you are a B2B organisation to support you in building awareness for your organisation, attracting leads, increasing referrals and yes attracting new clients?

B2B 94

B2B Media Compliance Reputation 94

Krishna De

APRIL 19, 2011

B2B Social Media Case Study: Dell Vostro V 130 #TradeSecrets Campaign: getting the small business community talking is an article post from: Biz Growth News. Are you looking to build more visibility about your business online through outreach and connecting to your customers?

B2B 107

B2B Case Study Word of Mouth Marketing Media 107

Krishna De

JUNE 27, 2011

A chance conversation I had with someone about the growing use of social media by B2B companies convinced me that a business blog would help to kill several birds with the one stone. What other examples of B2B corporate blogs have you noticed being launched this year?

B2B 108

B2B Case Study Energy Blog 108

Bernd Geropp

MARCH 13, 2012

Tweet. Tweet Photo: Painting Vector/ Resource www.bigstock.com. You have a company website –. but do you, as a B-to-B manufacturing company, also have to have a presence on Facebook, XING, Twitter, LinkedIn, GooglePlus and YouTube?

B2B 177

B2B Trends Media Marketing 177

Krishna De

JUNE 27, 2011

A chance conversation I had with someone about the growing use of social media by B2B companies convinced me that a business blog would help to kill several birds with the one stone. What other examples of B2B corporate blogs have you noticed being launched this year?

B2B 56

B2B Case Study Energy Blog 56

General Leadership

JANUARY 14, 2015

Curator Posts Afghanistan art B2B B2C climate Corporate culture Deborah Mills-Scofield Design for profit military NATC-A NATO not-for-profit Society STEAM STEM Switch and Shift Understanding

B2C 284

B2C B2B Construction Article 284

Managing Communities

SEPTEMBER 23, 2013

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

B2B Company 78

Women on Business

MAY 30, 2013

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 179

B2C B2B Tips 179

Women on Business

MAY 31, 2013

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].

Marketing 152

Marketing B2B 152

Harvard Business Review

MAY 10, 2018

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 ”).

Chemicals 9

Chemicals B2B Venture Funding Engineering 9

Harvard Business Review

MARCH 14, 2018

The cartoon of business-to-business (B2B) buyers depicts gray-haired executives and purchasing agents in meetings, on the phone and lunching with their vendors. But along with fax machines and long golf games, these features of B2B life have all but disappeared due to the astonishing change in technology over the past two decades. This shift in behavior has several implications for B2B value propositions. First impressions matter as much as ever in B2B markets.

Schein 8

Schein Forrester CRM B2B 8

Harvard Business Review

JUNE 7, 2018

Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. To help companies understand the state of pricing capabilities and how they figure into performance, Bain & Company conducted a global survey of sales leaders, vice presidents of pricing, CEOs, CMOs, and other executives at more than 1,700 B2B companies. Glasshouse Images/Getty Images.

Incentives 13

Incentives B2B Chemicals Price 13

Harvard Business Review

MAY 10, 2016

” In the B2B world, though, the experience is very different. But B2B customers are mobile, fully engaged in social media, and well educated: 94% of B2B buyers conduct online research before deciding on a purchase.

B2C 13

B2C FAQ B2B Transportation 13

Harvard Business Review

FEBRUARY 10, 2016

B2B buyers often have made up their minds about a purchase before a sales rep even gets a foot in the door. It’s no wonder, then, that more than 90% of B2B sellers have turned to content marketing to help regain access to buyers in the early stages of the purchase process.

B2B 14

B2B Consensus CIO CFO 14

Harvard Business Review

JANUARY 4, 2016

It’s a common issue in B2B markets. This is a terrifying development for B2B firms, and especially for their sales and marketing teams.

B2B 14

B2B Content Advertising Health Care 14

Harvard Business Review

MARCH 16, 2016

Collaborative innovation is a hot topic in the B2C space, where it overlaps with crowdsourcing, but we see B2B players taking an interest as well. In the B2B space, companies tend to be driven by specific business goals and priorities.

B2B 13

B2B Workshop Chemicals B2C 13

Harvard Business Review

DECEMBER 24, 2015

Many B2B CEOs still believe that social media isn’t right for them. The Content Marketing Institute reports that social media marketing can help B2B brands build awareness and showcase their expertise. B2B companies need to take this to heart.

B2C 14

B2C B2B Brand Metrics 14

Harvard Business Review

APRIL 2, 2015

B2B marketers, on the other hand, have shied away from the idea, instead approaching selling as a rational, numbers-driven process where the best value proposition wins.

Consensus 14

Consensus B2B B2C Customer Loyalty 14

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. Sales people have not been replaced by digital, and providing relevant solutions remains key in most B2B buying scenarios. Selling has always been more about the buyer than the seller.

AIDA 16

AIDA AIDAS B2B Disintermediation 16

Harvard Business Review

AUGUST 10, 2018

Gillian Blease/Getty Images. Knowing which organizations perform the best on any particular dimension used to require subjective surveys or painstaking research.

GAAP 10

GAAP Benchmarking Comparison Attrition 10

Harvard Business Review

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

Forrester 17

Forrester Media B2B Content 17

Harvard Business Review

APRIL 17, 2015

“Death of a B2B Salesman,” a new report from Forrester Research , lends urgency to the need for companies to rethink and radically transform their sales models by incorporating digital media into their processes. Here’s how B2B sellers should do that.

Forrester 15

Forrester Telemarketing B2B Media 15

Harvard Business Review

SEPTEMBER 12, 2016

Decision making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal salesperson about a competitor’s latest move; a customer complaint that happened to be fielded by a senior executive. That’s complicated at any B2B business. Vincent Tsui for HBR.

B2B 9

B2B Automotive Webinar Sample 9

Harvard Business Review

MARCH 7, 2017

A similar sequence has happened with B2B buying. By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. See More Videos > See More Videos > Surely B2B purchasing hasn’t become that bad. Like these companies, B2B suppliers need to focus on making it far easier for customers to buy.

CIO 11

CIO CRM Benchmarking B2B 11

Harvard Business Review

MAY 18, 2018

B2B companies are struggling with a loss of control over the customer experience (CX) today. With their future growth prospects at stake, B2B executives must determine how to improve CX—while ceding more of the experience to their partners. B2B leaders know that customer experience is the gateway to growth. Delivering experiences that produce more B2B sales is another. Selling in the digital age has become more complex than many B2B leaders had anticipated.

B2C 8

B2C Participative B2B Engineering 8

Harvard Business Review

DECEMBER 6, 2016

According to Gallup , only 29% of B2B customers are engaged with the companies they do business with. Let that sink in. That means 71% of your customers are likely not committed to sticking with your company or, even worse, are actively seeking to move their business elsewhere. This problem is not new.

B2B 11

B2B Metrics Company Goal 11

Kevin Eikenberry

MARCH 13, 2016

By Tim Sanders Making sales, especially in the B2B environment, is tougher and more complex than ever. If you are involved in B2B sales at all, you would certainly agree with that assertion.

B2B 146

B2B Environment Books Skills 146

Harvard Business Review

JANUARY 6, 2016

Those forces are dramatically changing the way B2B companies and their customers approach buying and selling, too. Over the past 20 years, information technology and digital channels have changed the way consumers shop for products ranging from cars to homes to electronics.

CRM 12

CRM Information Technology B2B White Paper 12

Harvard Business Review

JULY 12, 2017

B2B buyers have slowly been conditioned to expect the same personalized treatment that they get while shopping on Amazon. Only then will B2B sales professionals be able to capitalize on personalization at scale and fully realize how disruptive it can really be. As consumers in this data-driven, algorithmically obsessed world, we’ve come to expect highly personalized experiences that are tailored to our specific needs.

CRM 8

CRM Franchising B2B Committee 8

Harvard Business Review

JANUARY 19, 2018

B2B, or the process of marketing and selling product and service offerings to business customers, is experiencing an intensified focus as the availability of new digital data that describes businesses grows. Traditional B2B insight activities have involved such limited data as size of companies as measured by revenue, capitalization or employees, and industry type as formally classified by SIC codes. vincent tsui for hbr.

B2C 8

B2C CRM Software Globalization 8

Harvard Business Review

AUGUST 13, 2015

In an ideal B2B world, your happy customers would spread the news about your great products, generating all the well-known benefits of word of mouth. Many B2B products become more useful when most players in the industry adopt them.

Incentives 15

Incentives Reference Reputation PR 15

Lead on Purpose

NOVEMBER 23, 2013

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.

Company 200

Company B2B Price Productivity 200

Erika Andersen

JULY 4, 2010

Benita Fitzgerald Moseley, Chief of Sport Performance, USATF Jul 4 Being Strategic About Systems Strategic Planning – Strategic, Intentional and Deliberate | B2B 24-7's Product reviews. Chris' company, B2B 24-7, is based just outside of Auckland, New Zealand. Erika Andersen Home About Services Books TV Events Contact Proteus is helping us make sure the US track and field team achieves its fullest potential in 2012 and beyond.

System 40

System Film B2B Blog 40

Harvard Business Review

FEBRUARY 8, 2019

48% of B2B salespeople are afraid of cold calling. Difficult conversations Sales Digital Article

B2B 8

B2B Article 8

Strategy Driven

FEBRUARY 6, 2019

For B2B companies, the product basket of all their customers is carefully analyzed to interpret details like business sectors, employee’s numbers, address, and the revenues. Over the last several years, AI has become a popular trend for enhancing all areas of business.

CRM 161

CRM B2B Trends Productivity 161

Mills Scofield

NOVEMBER 5, 2014

As Deb described STEAM and its role in for/not-for-profit businesses, B2B and B2C, Matt realized that much of his work in his recent deployment to Afghanistan depended on STEAM. STEM to STEAM - the "A" in STEAM stands for Art/Design.and Afghanistan Air Force.

Technology 199

Technology B2C B2B Organization 199

Rapid BI

JANUARY 14, 2012

Disruptive Innovations that have impacted B2B Marketing Disruptive Innovations that have impacted business & B2B Marketing Looking through some of this data raises some interesting thoughts. Especially that some firms just seem to keep being there. The question is what will be the next disruptive technology or application that will change the way we do [.]. ecademy

B2B 41

B2B Disruptive Innovation Innovation Marketing 41

Strategy Driven

JANUARY 31, 2017

Real-time, human support is now one of the most sought-after features for any B2B and B2C website owner, and if it isn’t a given in your industry, I assure you it will be soon! Photo courtesy of Tech in Asia via flickr.

Tips 161

Tips B2C B2B FAQ 161

Strategy Driven

NOVEMBER 17, 2018

Marketing any business can be a serious challenge. This is especially true if your business is relatively new. After all, trying to take your business from something that no one knows about to something that has a firmly established customer base can be incredibly difficult.

B2C 151

B2C B2B Outsourcing Audience 151