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. Rather, his or her role needs to be redefined. They evolved.

B2B 8

B2B Forrester Telemarketing Media 8

HR Digest

NOVEMBER 18, 2021

To get a fair idea of what skills to put on a resume is not so easy. Listing the right skills in the right way is the trick. By skills, we mean basic skills, people skills, management skills, and technical skills you know you are good at. But how do you choose the best job skills to put on the CV?

Skills 111

Skills Six Sigma Software CRM 111

Strategy Driven

JULY 22, 2018

A basic tip provided by start-up technicians, expert technology specialists, self-help experts, and network experts on how to start an online business is: “Be Effective.”. Our company is not just a web development agency; we are the technology partners of several start-ups. Solution: Take your time. Risk No 4: Linear Development.

B2B 64

B2B Development Wilde Project 64

Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

B2B 8

B2B Power Market Segmentation Customer Intimacy 8

Harvard Business Review

NOVEMBER 27, 2018

Clearly these leaders believe that digitalization offers exciting new, technology-enabled ways for organizations to engage with stakeholders, deliver a superior experience across the life cycle of their business, manage costs, and improve productivity. Digital business also is creating new challenges for information and technology (I&T).

Supply Chain 8

Supply Chain Content CIO Business Model 8

Harvard Business Review

AUGUST 5, 2015

The Southeast Asia city’s rapid growth echoes the story of the so-called “unicorns” — technology start-ups that rapidly grew to a billion-dollar valuation and beyond. Technology start-ups are the Philippines’ latest customers, and more are flocking to the country’s beach-laden shores each year.

Outsourcing 8

Outsourcing Technology B2B GDP 8

Harvard Business Review

AUGUST 21, 2012

Social technologies — the software and services that make it possible to show off your vacation pictures to all your Facebook friends and follow your favorite team tweet by tweet — are not just giant time sinks that keep your employees from getting their work done. How's this for counter-intuitive? trillion annually.

Media 16

Media Productivity Products Technology 16

Harvard Business Review

FEBRUARY 25, 2015

The technological challenge is hard enough. Think of bankers deciding on business loans, product developers determining tradeoffs between features and cost, or B2B sales reps figuring out which prospects to target. Gamers love to match their skills against others and to compare notes on how they’re doing.

Tools 8

Tools Learning Curve Insurance B2B 8

Harvard Business Review

OCTOBER 30, 2014

Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones. Create a technology engine that powers the front lines. Caesars has taken that point of view to heart.

Marketing 11

Marketing Guidelines B2C Analysis 11

Harvard Business Review

JANUARY 9, 2014

On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. As we discuss in our recent HBR article, “ Dismantling the Sales Machine ,” they rely on collective, even crowd-sourced, skills in ways that weren’t possible just a few short years ago. Are they tapping the knowledge and skills around them?

Team 10

Team Metrics Compliance Attrition 10

Harvard Business Review

JULY 25, 2012

This ability to tweak offerings is a skill that most organizations need to have, according to our recent analysis of data from 180 CEOs. Filters , on the other hand, are like deeply knowledgeable acquiring editors, skilled at finding the next best-seller in a stack of book proposals. Disconnects. It's not about making big bets.

Productivity 14

Productivity Products Market Segmentation Sample 14

Harvard Business Review

FEBRUARY 10, 2016

How technology is changing the way we work. We also saw this pattern in the sales departments of other B2B sales organizations we worked with. (Disclosure: this includes Microsoft, which bought my former company, VoloMetrix, to help make that happen for core business systems like email.). Insight Center. Sponsored by Accenture.

B2B 8

B2B Emotional Intelligence Tools Audience 8

Harvard Business Review

OCTOBER 5, 2015

These changes are driven by seismic shifts in consumer behavior and an explosion of both consumer- and B2B-facing technologies. The tension between human-driven and technology-driven capabilities is often miscast, positioning automation as a threat to the people that drive our industry. Humans and Automation.

Media 8

Media Advertising Audience Technology 8

Harvard Business Review

DECEMBER 12, 2012

A number of companies, B2C and B2B alike, now realize the potential benefits of monitoring conversation flows from social networks. There are several ways in which a company's actions and thinking need to change as it starts drawing on the knowledge embedded in social technologies. Add new talent to the team.

Media 15

Media How To B2C SWOT 15

Harvard Business Review

OCTOBER 21, 2013

They’re envisioning well-designed, self-contained environments, tricked-out with the latest high-tech, high-touch technology. Bringing the skills development that customers should be investing in anyway right to their parking lots is the kind of value-adding service that helps lock in channel partners. .

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

OCTOBER 30, 2015

Digital technology and social media have offered the best of both worlds — the ability to reach, and engage, millions of people. The Content Marketing Institute reports that although the majority of B2B and B2C marketers have some kind of content marketing program, less than 40% find those efforts effective.

Content 8

Content Marketing Metrics B2C 8

Harvard Business Review

DECEMBER 13, 2017

These core competencies are the baseline for any PM and the best PMs hone these skills over years of defining, shipping, and iterating on products. In fact, it is taking these skills and personality traits and applying them to the right company that will ultimately guarantee success. Pricing and revenue modeling. Not necessarily.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

SEPTEMBER 4, 2017

Buoyed by low-margin structures and new technological architectures that could support lower costs, the competitors that entered your industry were able to take more and more market share — eventually convincing even your best customers to embrace their products and services. For those companies with the skill to pull it off, it worked.

Christensen 8

Christensen Finance Innovation B2B 8

Harvard Business Review

JUNE 7, 2016

Perhaps you got a big promotion or are leading a new, high-profile initiative but you worry that you don’t have the right skills or experience to succeed. ” Faking it ‘til you make it is not about pretending to have skills you don’t, she adds. Another of his goals to improve his Excel skills.

How To 8

How To Case Study Tactics Goal 8

Harvard Business Review

JUNE 21, 2012

For the most part, they haven't yet developed the skills necessary to build such genuine engagement. Gamification technology — one of the most effective ways to engage people on the Web — has only recently found its way into corporate customer advocacy efforts but is already positioned for serious growth.

Real Estate 10

Real Estate Conference Software Content 10

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Don’t believe the hype.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

MARCH 12, 2012

I recently participated in a spirited panel discussion with Bruce Brown, Procter & Gamble's Chief Technology Officer, and Erich Joachimsthaler, Vivaldi Partners' managing director and CEO. Some companies actively seek to partner with or acquire companies to get this skill. It is just going in with eyes wide open.

Marketing 13

Marketing Hedge Chief Technology Officer Supply Chain 13

Harvard Business Review

APRIL 26, 2016

Take, for example, the impact of online technology. No, despite the fact that the internet has existed for over 20 years, eCommerce accounts for less than 10% of retail sales and less in most B2B situations. Buyers now have easy-click access to information about products, prices, and other buyers’ opinions and usage experiences.

Education 8

Education Levitt Retail Training 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. Sellers must respond. Sellers must respond. Systems (e.g.,

B2B 8

B2B Information Information Technology CRM 8

Harvard Business Review

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. Our analysis of 73 B2B technology companies shows that across sectors, the top 25% of companies achieve more than twice as much return on sales investment compared to the bottom 25%.

Marketing 11

Marketing ROI B2B Team 11

Harvard Business Review

DECEMBER 23, 2016

If you want to see how mobile technology can disrupt the very basics of business models and habits established over hundreds if not thousands of years, look at what’s happening in India. By July 2016, virtually every Indian had a mobile telephone and access to text messaging, primarily using 2G technology.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8

Harvard Business Review

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. This approach is best supported by simulations, assessments, onboarding programs, and other means that technology is making less costly. Splunk developed profiles that specified skills and capabilities relevant to each role.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. This approach is best supported by simulations, assessments, onboarding programs, and other means that technology is making less costly. Splunk developed profiles that specified skills and capabilities relevant to each role.

Long-term 8

Long-term Short-term Team Succession 8

Miles Anthony Smith

NOVEMBER 7, 2019

TopRank Marketing TopRank Marketing has been doing innovative and impactful work with interactive content and B2B influencers for huge brands like SAP, Dell, LinkedIn, 3M, and Oracle for over 18 years. A deep understanding of ABM in B2B is its super-power. If you want your B2B content to be great, invite your community to participate.

Marketing 105

Marketing Content Audience Brand 105

Harvard Business Review

APRIL 20, 2017

Despite lower oil prices, currency depreciations, higher taxes, and geopolitical uncertainty, the region is still rich in opportunities, from selling efficiency-enhancing technology to the Saudi government to offering Western products to 100 million Ethiopian consumers.

Depreciation 9

Depreciation Contingency Plans Policies Marketing 9