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.

B2B 8

B2B Schein Forrester CRM 8

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. Only three are effective.

B2B 9

B2B Travel CIO Benchmarking 9

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. By helping B2B companies gather better data on their customers, AI will help them catch up with their B2C peers. Insight Center.

B2B 8

B2B B2C Software CRM 8

Eric Jacobson

MARCH 18, 2013

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. What is B2B or B2C truly about any way?

B2B 56

B2B B2C Technology CRM 56

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. This typically requires integration with the CRM system. Only then will B2B sales professionals be able to capitalize on personalization at scale and fully realize how disruptive it can really be.

B2B 8

B2B CRM Franchising Media 8

Strategy Driven

JUNE 9, 2014

Don’t forget their managers who force them to use an uncomfortable ‘system,’ a non-sales helpful CRM, and hold their salespeople accountable for their actions and numbers. Dead and over. What killed it? Who killed it? The online and smartphone evolution has become a sales and selling revolution.

Customer Loyalty 63

Customer Loyalty B2C Reputation CRM 63

Harvard Business Review

JANUARY 21, 2015

The survey included 62 B2B companies, 39% of which have revenue greater than $1 billion and 37% of which have revenue greater than $250 million.) The primary focus of a pipeline meeting should be to help reps develop a game plan to move deals forward, not just scrubbing CRM data and forecasting revenue.

Process 8

Process Company CRM B2B 8

Harvard Business Review

MARCH 31, 2015

Yet, after sales force costs, events are the biggest line item in many marketing budgets, especially for B2B firms. Lead generation is now more efficient and scalable with apps that provide an all-in-one lead scanner and note-taking platform which can be seamlessly uploaded to a CRM system for follow-up.

CRM 8

CRM ROI Budgeting Public Relations 8

Harvard Business Review

MARCH 1, 2016

research on B2B purchases indicates that 25% of the buying decision depends on the interaction with the sales professional. Make sure that CRM data on prospects isn’t populated with companies that are outside of your target market. McKinsey & Co.

Strategy 8

Strategy Execution How To CRM 8

HR Digest

NOVEMBER 18, 2021

B2B Marketing. Customer Relationship Management (CRM). You can find some of the most significant hard skills here: Technological savviness. Six Sigma techniques. Porter’s Five Forces. Data analysis. Web analytics. A/B Testing. Keyword Optimization. Data visualization. Lead generation. Digital printing. Logo creation. Infographics.

Skills 111

Skills Six Sigma Software CRM 111

Harvard Business Review

MARCH 10, 2017

Yet much of the data from sources such as CRM reporting tools and time studies is self-reported, and thus inherently flawed. See More Videos > See More Videos > We have worked with several companies in B2B industries to use Microsoft Workplace Analytics as part of a broader effort to improve sales effectiveness. Related Video.

Software 10

Software Metrics CRM B2B 10

Harvard Business Review

JANUARY 9, 2014

On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. The key difference is the degree to which reps have taken advantage of new technology (largely built into their CRM system) to share and learn from one another. Even in sales, network performance now accounts for about 44% of the impact.

Team 10

Team Metrics Compliance Attrition 10

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

JANUARY 6, 2016

Those forces are dramatically changing the way B2B companies and their customers approach buying and selling, too. CRM), tools (e.g., Too many sellers have wasted millions of dollars on sales technologies such as CRM systems and data warehouses that never lived up to their potential. Sellers must respond. Systems (e.g.,

B2B 8

B2B Information Information Technology CRM 8

Harvard Business Review

DECEMBER 13, 2017

If the company is building a SaaS CRM, there may be more requirements around experience with go-to-market and customer lifecycles than how the product itself is built. There are of course many other factors to consider for any role such as the type of product you are building (B2B, B2C, industry, etc.),

Productivity 8

Productivity Products Core Competence Management 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. Reps selling CRM services have vastly different tasks than reps selling communication tools. Considering the average U.S.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

NOVEMBER 3, 2014

Indeed, according to my research into 351 mid-market B2B companies , except for companies in software, the adoption rate of marketing technology is very low: companies in other industries are using a median of just 2 out of 9 major marketing technology programs that I identified. So it can be complicated.

Technology 9

Technology Marketing Company CRM 9

Harvard Business Review

NOVEMBER 3, 2014

Indeed, according to my research into 351 mid-market B2B companies , except for companies in software, the adoption rate of marketing technology is very low: companies in other industries are using a median of just 2 out of 9 major marketing technology programs that I identified. So it can be complicated.

Technology 8

Technology Marketing Company CRM 8

Harvard Business Review

DECEMBER 13, 2012

Your B2B company probably used to offer products to meet every conceivable customer need. The "good" offering might include basic functionality of the product through a software solution; "better" might contain the software solution, plus an online option; "best" might be a customized SaaS solution that integrates with your back-end CRM.

Discount 8

Discount Price Activity Based Costing CRM 8