Tanveer Naseer

AUGUST 7, 2012

A customer focused business, whether B2C or B2B (we all have customers), is more profitable and has greater longevity. It’s generals that craft military tactics, so it must be your executives that develop a business strategy. Develop a CRM strategy A CRM is a somewhat tricky piece of technology.

Strategy 267

Strategy CRM Development Document 267

Tanveer Naseer

AUGUST 7, 2012

A customer focused business, whether B2C or B2B (we all have customers), is more profitable and has greater longevity. It’s generals that craft military tactics, so it must be your executives that develop a business strategy. Develop a CRM strategy A CRM is a somewhat tricky piece of technology.

Strategy 267

Strategy CRM Development Document 267

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

Strategy Driven

JUNE 9, 2014

The only people who don’t know that are other sales trainers, recently released old-world sales tactics books that are still trying to convey old messages, and several million salespeople still trying to cold call, pitch the product, overcome objections, and close the sale. The NEW big picture of selling is quite simple.

Customer Loyalty 63

Customer Loyalty B2C Reputation CRM 63

Harvard Business Review

JANUARY 9, 2014

On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. Because sales reps are more directly networked with their colleagues through technology, they more easily aggregate skills, knowledge, and experience to uncover new opportunities and to debate tactics for generating business.

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