Remove Disintermediation Remove Management Remove Marketing Strategy Remove Technology
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The Best Salespeople Do What the Best Brands Do

Harvard Business Review

Digital commerce and disintermediation have caused many customers to question the importance of having a sales relationship at all. They contribute tremendous value to their organizations through their market insights and direct communication channel with customers. Great brands avoid selling products.

Brand 8
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Making Sense of Owned Media

Harvard Business Review

Loyalty and reward programs provide this type of context for B2C companies, while strategic account and relationship management programs do the same for B2B companies. We can see how content, community, and context come together in the owned media strategies of today’s most innovative marketers.

Media 8
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What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. That is, core solution-selling and account-management skills still matter. Buying is a continuous and dynamic process.

B2B 8