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

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. Sales professionals and organizations are responding with new strategies and technologies that allow them to deliver personalized experiences at scale. This typically requires integration with the CRM system.

B2B 8

B2B CRM Franchising Media 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. Technology to do this exists, and it has implications for what managers can do before, during, and after the events they sponsor or attend. No technology can help managers who are unable or unwilling to set goals.

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. When strategy shifts, make sure that sales shifts with it.

Strategy 8

Strategy Execution How To CRM 8

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

HR Digest

NOVEMBER 18, 2021

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

Skills 111

Skills Six Sigma Software CRM 111

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

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. Pro: Breakthrough technology can offer customers things they didn’t even know they needed. VMotion at VMware was a great example of this.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

JANUARY 6, 2016

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. Those forces are dramatically changing the way B2B companies and their customers approach buying and selling, too. CRM), tools (e.g., Sellers must respond. Systems (e.g.,

B2B 8

B2B Information Information Technology CRM 8

Harvard Business Review

NOVEMBER 3, 2014

With over 1,000 companies trying to sell some type of marketing technology in over 40 categories, it’s not surprising that the most common word that marketers use to describe themselves is “overwhelmed.” This is a wasted opportunity. These insights can be applied to all of your online and traditional marketing.

Technology 9

Technology Marketing Company CRM 9

Harvard Business Review

NOVEMBER 3, 2014

With over 1,000 companies trying to sell some type of marketing technology in over 40 categories, it’s not surprising that the most common word that marketers use to describe themselves is “overwhelmed.” This is a wasted opportunity. These insights can be applied to all of your online and traditional marketing.

Technology 8

Technology Marketing Company CRM 8