Harvard Business Review

MAY 12, 2015

That’s why CMOs need to develop four types of leadership, which are based loosely on Gartner’s Intelligent Brand Framework. The idea is to identify your power center — which one best represents your natural capabilities — and develop skills to flex across these leadership styles.

Leadership Styles 8

Leadership Styles Leadership Brand Audience 8

Harvard Business Review

APRIL 18, 2011

The role exists in B2B and B2C firms as diverse as Allstate, Dunkin' Brands, USAA, Philips Electronics, FedEx, the Cleveland Clinic, and SAP. Sometimes it's new leadership that spurs action, other times efforts percolating within companies capture executives' attention. Consider one example.

B2C 15

B2C B2B Forrester Budgeting 15

Harvard Business Review

MAY 9, 2012

At the organizational level, this includes which leadership styles are most effective, and how workers interact with each other. The goal is to inspire action through context, catalysts, and currencies. New models of engagement herald the death of B2B and B2C. The key elements here are culture, community and credibility.

B2C 16

B2C Early Adopters B2B How To 16

Harvard Business Review

FEBRUARY 7, 2014

But with most B2B and B2C organizations using virtually the same branding tools, they’re arguably seeing less advantage as a result of their efforts — if they’re realizing any advantage at all. They then created an audio DNA with the goal of communicating their leadership along with the comfort and caring that distinguished the brand.

Brand 10

Brand Advertising B2C B2B 10

Harvard Business Review

OCTOBER 6, 2015

When a company is losing sales because of price, its overwhelmed leadership might try to resolve the problem with one big price cut—but that strategy is a mistake. The answer is to play defense: use surgical-strike discounts to entice customers who are at risk of defecting due to a cheaper price.

Discount 8

Discount Retail Price B2C 8

Harvard Business Review

SEPTEMBER 22, 2011

Bain research shows that leading companies can achieve 60% or better response rates in B2B companies and 30% or more in most B2C situations. Your customer metrics must correlate with financial and strategic goals. Your CFO and finance team can take a leadership role here. A clear link to financial and strategic outcomes.

Incentives 10

Incentives Sample Customer Loyalty Metrics 10

N2Growth Blog

NOVEMBER 30, 2010

Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold. Isn't it amazing how the "sophistication" of the sales process has so polluted the real goal of serving the customer? I "sell" day to day B2c and B2B and its about relationship and problem solving.

Blog 373

Blog Ryan B2C Brand 373

Harvard Business Review

DECEMBER 13, 2017

Relationship management is also vital in successful negotiation, resolving conflicts and working with others toward a shared goal which is especially challenging when a PM is tasked with balancing the needs of customers, resource-constrained engineering teams, and the company’s revenue goals.

Productivity 8

Productivity Products Core Competence Management 8