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 27

B2C B2B Marketing CIO 27

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 21

Agility B2B Project Trends 21

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?

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B2B Case Study Word of Mouth Marketing Media 56

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 32

B2B Media Compliance Reputation 32

Krishna De

MAY 22, 2011

If you are looking for ways that B2B companies are using social media to connect with their customers the American Express OPEN programme may be a programme you can get inspiration from.

B2B 30

B2B Case Study Media Document 30

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 12

Consensus B2B B2C Customer Loyalty 12

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 Sales people have not been replaced by digital, and providing relevant solutions remains key in most B2B buying scenarios.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 12

AIDA AIDAS Article Disintermediation 12

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 12

Forrester Telemarketing B2B Media 12

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.

Article 9

Article B2B Metrics Company 9

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 22

B2B Company 22

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 6

B2C FAQ Article Transportation 6

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 33

Marketing B2B 33

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.

Article 6

Article Consensus CIO CFO 6

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 4

CRM Franchising Committee Media 4

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.

Workshop 6

Workshop Article Chemicals B2C 6

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.

Marketing 6

Marketing Article Content B2B 6

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 6

B2C Article Brand Metrics 6

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.

Marketing 4

Marketing Automotive Webinar B2B 4

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.

Marketing 4

Marketing CIO CRM Benchmarking 4

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.

Article 6

Article CRM Information Technology White Paper 6

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 4

Forrester Media Content Guidelines 4

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 13

B2C B2B Tips 13

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.

Marketing 5

Marketing Article Incentives Reference 5

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

Marketing 2

Marketing B2B Trends Price 2

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 34

B2B Environment Leadership Books 34

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?

Media 1

Media Press Release Content White Paper 1

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.

B2B 57

B2B Company Price Productivity 57

C-Level Strategies

SEPTEMBER 28, 2011

” (B2B Company). ” (B2B Company). ” (B2B Company). I’m quite fortunate to be part of the team at CEO Connection , working closely with our CEO members on a daily basis as Chief Relationship Officer.

Media 124

Media CEO B2C B2B 124

Let's Grow Leaders

JANUARY 20, 2016

Yes, I know that most B2B sales take at least 7 touch-points before the decision maker takes action.

Team 121

Team B2B White Paper Loyalty 121

Strategy Driven

JULY 18, 2016

In the B2B market space all sales leaders face similar issues and these centre on sales productivity. Salesforce Issues. A significant level of revenue and margin is often produced by about 20% of the sales force.

Productivity 105

Productivity Products B2B Process 105

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.

B2C 31

B2C B2B Technology Leadership 31

Lead Change Blog

AUGUST 29, 2016

The following are the most important aspects of working on for increasing both B2B branding in addition to B2C branding. In today’s marketplace more and more individuals are calling themselves entrepreneurs. Personal branding is the most important way to set yourself apart from the crowd.

Entrepreneur 89

Entrepreneur Brand B2C Advertising 89

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.

B2C 21

B2C B2B FAQ Retail 21

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 6

B2B Disruptive Innovation Innovation Marketing 6

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. Guest post by Carol Broadbent and Tom Hogan : Ask anyone in Silicon Valley and they have a theory on how to launch a startup.

PR 42

PR B2C Venture Capitalist B2B 42

Mills Scofield

JUNE 3, 2014

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

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B2C Venture Capitalist B2B Porter 98

Strategy Driven

JUNE 5, 2014

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.

Marketing 28

Marketing B2B Due Diligence Benchmarking 28

Harvard Business Review

MARCH 31, 2016

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 6

B2B Marketing B2C Article 6

Bernd Geropp

SEPTEMBER 11, 2012

What tips do you have for price negotiations in B2B ? Price Negotiation with Purchasing! Photo: Kzenon/ Resource: www.bigstock.com. As a small business owner in B-to-B you may find yourself struggling during price negotiations.

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Price B2B Seminar Tips 58

Strategy Driven

JULY 12, 2017

Whether you have a B2B product or something for a consumer audience, working with retailers can provide useful to your sales forecast and for your growth. Photo courtesy of Pexels.

Supply Chain 21

Supply Chain Brand B2B Transportation 21