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. That’s why you might get strange looks if you ask the customer’s managers for referrals. Many B2B products become more useful when most players in the industry adopt them.

B2B 8

B2B Incentives Reference Reputation 8

Mills Scofield

FEBRUARY 8, 2013

By Jess Chipkin , Geneca, Manager of Public and Community Relations. I wanted to learn more so I connected with Lisa Kimmel, General Manager of the Toronto office. The team was excited by a thumbs up from our CEO, Joel Basgall -- although he did offer some ideas on making the program more manageable. I was off and running.

Ryan 130

Ryan PR Project B2B 130

Strategy Driven

APRIL 18, 2019

Conversely, only 39% of B2B marketers said that they had one. Dominating content marketing is possible if you have the proper plan in place and are committed to focusing your efforts on the right channels. Conclusion.

Content 50

Content Marketing How To Audience 50

Leading Blog

NOVEMBER 3, 2023

Between surging demand, labor shortages, outdated air traffic management, and travel reservation I.T. Synchronize siloed processes : Imagine if ATC activities were standard but siloed off from other aviation processes, such as airport gate management. I F YOU’VE HAD to be on a plane in the last year or so, especially within the U.S.,

Industry 269

Industry Stage-Gate Organization Company 269

Harvard Business Review

JUNE 1, 2018

A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem. Our research on B2B sales management found that in particular, a common problem is lack of alignment around product pricing and sales force compensation strategies. Over 150 B2B salespeople were involved in the research.

Marketing 8

Marketing B2B Price Goal 8

Harvard Business Review

SEPTEMBER 25, 2014

This sort of collaboration has been well-documented in the B2C context (where it’s often called “crowdsourcing” or “co-creation”), but we see it in B2B companies as well. Commitment and expectations were high. A top-flight facilitator had been invited to lead the discussion. But the workshop flopped.

B2B 8

B2B Workshop Chemicals B2C 8

Harvard Business Review

JANUARY 27, 2015

Instead, B2B entrepreneurs should focus their efforts on small businesses. The pattern continues today with start-ups that are in the early phases of this journey: Expensify is in the process of disrupting administrative assistants and office managers with an app-based expense reporting product. That’s short-sighted.

B2B 8

B2B Disruptive Innovation Short-term Entrepreneur 8

Harvard Business Review

JANUARY 21, 2015

How well is your company managing its sales pipeline? Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. companies with effective pipeline management had an average growth rate of 5.3,

Process 8

Process Company CRM B2B 8

Harvard Business Review

AUGUST 12, 2016

But a new analysis from the German Savings Banks Association shows that, in the last fiscal year, its midsize company clients managed, on average, profit margins of 7.3%. The German Mittelstand is at the forefront of a modern management model that builds flatter, more-innovative, and more-networked enterprises. This success is no blip.

Industry 8

Industry Long-term Short-term Class 8

Harvard Business Review

JUNE 17, 2014

Tug of war management. When companies decide to add to their design headcount, particularly in management positions, there’s often an unintended consequence: A battle between the new hires and the non-designers who have gotten used to making de facto design decisions. Yo-yo commitment.

Supply Chain 8

Supply Chain Software B2B Brand 8

Harvard Business Review

JULY 18, 2012

They walk away from all those promises and commitments. In our analysis of over 700 unique B2B purchases, we identified seven distinct customer contact profiles. Great conversations, followed by empty commitments — repeated over and over. How to Succeed at Key Account Management. MORE ON SMARTER SALES.

Consensus 15

Consensus B2B Analysis Benchmarking 15

Harvard Business Review

APRIL 4, 2014

Them” were the majority of managers who didn’t get what design was all about in the first place. And with good reason: From Target to Uber, business managers everywhere are starting to understand that the strategic use of design is making a difference in achieving outsized business results.

Venture Capitalist 8

Venture Capitalist Fashion B2B Hedge 8

Harvard Business Review

JULY 18, 2012

They walk away from all those promises and commitments. In our analysis of over 700 unique B2B purchases, we identified seven distinct customer contact profiles. Great conservations, followed by empty commitments — repeated over and over. How to Succeed at Key Account Management. MORE ON SMARTER SALES.

Consensus 15

Consensus B2B Analysis Benchmarking 15

Harvard Business Review

SEPTEMBER 4, 2017

Yet, despite the fact that all of our guests across our 18 sessions (and counting) have embraced these truths, the average result of such commitments to innovation seems to have been tenuous. The answer may be that the innovator’s dilemma is no longer the only paradox at play in innovation management. The Old Dilemma.

Christensen 8

Christensen Finance Innovation B2B 8

Harvard Business Review

APRIL 4, 2016

Russia’s industrialization also means that the market offers substantial opportunities in diverse B2B sectors such as mining, oil and gas, metallurgy, chemicals, light industry, and consumer durables. This worked, because both crises were short-lived (lasting approximately 1-1.5 years) and were followed by rapid recoveries.

Depreciation 8

Depreciation B2B Price Crisis 8

Harvard Business Review

FEBRUARY 22, 2016

But, knowing the industry well, her declared commitment suggested more than an understandable desire to eradicate unhappy bureaucratic burdens. At one global B2B sales organization, for example, sales people perennially complained about the burden of filing detailed reports on sales calls to accounts and prospects alike.

Compliance 8

Compliance B2B Report ROI 8

Harvard Business Review

OCTOBER 10, 2014

Loyalty and reward programs provide this type of context for B2C companies, while strategic account and relationship management programs do the same for B2B companies. Owned media can be used in B2B as well. This requires an ability to capture data and turn that data into value for the customer by combining big and little data.

Media 8

Media B2B Disintermediation Content 8

Harvard Business Review

SEPTEMBER 9, 2014

The 2014 survey polled approximately 1,600 executives and managers from over 40 countries and across a range of industries. About two-thirds were in B2B businesses.). Having such a building sends a strong signal that all these different functions are committed to the innovation process.

Price 11

Price Productivity Products Simon 11

Harvard Business Review

DECEMBER 17, 2018

Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value. We then combined that with organizational and customer relationship management data to determine how the people selling via the cloud sales model were collaborating with their internal teams, customers, and partners.

Analysis 8

Analysis B2B Engineering Learning-by-Doing 8

Harvard Business Review

APRIL 16, 2013

But in my experience, visibility is rarely the real issue (especially with B2B companies selling bigger-ticket, complex services and products). Either there''s a bottom-up communications problem where the messages aren''t connecting with their targets, or there''s a top-down problem where management isn''t clear on what its message is.

Bottom-up 8

Bottom-up Press Release Sample Decentralization 8

Miles Anthony Smith

NOVEMBER 7, 2019

They somehow manage to engage with their audience consistently by constantly putting out articles, infographics, or anything of value, not just in content marketing but also in sales. A deep understanding of ABM in B2B is its super-power. They are on top of the latest trends in SEO, SEM and copywriting strategies.

Marketing 105

Marketing Content Audience Brand 105

Harvard Business Review

DECEMBER 4, 2017

As one sales manager noted, “In this job, if you don’t survive the short term, you don’t need to worry about the long term.” ” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

As one sales manager noted, “In this job, if you don’t survive the short term, you don’t need to worry about the long term.” ” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

FEBRUARY 1, 2016

In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four. Second, even if you do manage to hire stars, their unique skill sets may not be easily portable.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

MARCH 14, 2016

Palantir, a B2B company founded in 2004 and offering a suite of software applications for integrating, visualizing, and analysing data, has around 1,500 employees worldwide and is valued around $20 billion today. Unicorns are: Small in size. Until 2014, Uber had fewer than 500 employees; today their headcount is around 3,000 people.

Company 8

Company Succession Analysis Entrepreneur 8