Clarity Consultants

MAY 26, 2023

The B2B sales world has completely changed over the last few years, and businesses all over the world are struggling to keep up. B2B selling has become a difficult task, and it’s even harder if there’s no strategy put into place–which is where sales enablement comes in. However, it goes far beyond that.

Sales 62

Sales B2B Training Training 62

Tom Spencer

APRIL 4, 2020

The heart of the customer journey is the identification and analysis of the interactions, or touch points, that customers have with the business. At least some research, whether through data analysis or simple observation, into customer behaviour has probably already been done by different departments. Every touch point is critical.

B2B 103

B2B Sales Productivity Analysis 103

Harvard Business

AUGUST 10, 2018

At the same time that data mirrors and scoring have emerged in the corporate world, capital markets are becoming increasingly interested in the analysis of alternative data sets. Many software licensing agreements already allow the use of such data for analysis and comparison purposes, but not all do.

Benchmarking 28

Benchmarking Software B2B Comparison 28

Women in Consulting

AUGUST 15, 2013

By: Jennifer LeBlanc In summer 2012, in partnership with our survey partner, The Insight Advantage , we surveyed B2B and B2C leaders about their experiences with launches within their companies over the previous year. The results that we saw were very consistent with the experiences we’ve seen with our clients here at ThinkResults.

Survey 69

Survey B2C B2B Healthcare 69

Tom Spencer

MAY 22, 2016

B2B: Stands for “business to business” and indicates that a business is aiming to sell to other businesses rather than to end consumers. Boil the ocean: Go overboard; undertake an excessive amount of analysis; fail to follow the 80/20 rule. Granular: Focusing on the finer details, as in “this analysis needs to be more granular.”.

Consulting 68

Consulting McKinsey Bain B2C 68

Tom Spencer

FEBRUARY 1, 2015

B2B: Stands for “business to business” and indicates that a business is aiming to sell to other businesses rather than to end consumers. Boil the ocean: Go overboard; undertake an excessive amount of analysis; fail to follow the 80/20 rule. Granular: Focusing on the finer details, as in “this analysis needs to be more granular.”.

Consulting 60

Consulting McKinsey Bain B2C 60

Seth Godin Blog

MARCH 20, 2014

The same is true for real estate, ad buys and productivity improvements in the b2b sector. This is a totally different analysis, of course. If an investment is going to pay for itself, "it''s too expensive," rarely means, "we can''t afford it.". Often, it actually means, "it''s not worth it."

Real Estate 55

Real Estate B2B Culture Education 55

Harvard Business

NOVEMBER 23, 2018

Our recent benchmarking of nearly 900 B2B companies underscores the importance of these tools. This analysis gave executives a rationale for prohibiting the smaller deals, and, with the sales team focused on closing larger deals, the company hit its sales plan one quarter later, after several quarters of misses.

Sales 31

Sales B2B Tools Software 31

Harvard Business

MAY 24, 2017

Teams of financial planning and analysis professionals measure actual and expected results for financial capital. Consider the case of one B2B supplier that wanted to figure out what made some salespeople top performers. Monitor it. Investment management committees evaluate new investments.

Management 52

Management Company Balance Sheet Talent 52

Management Consulted

DECEMBER 11, 2016

As an interesting aside, Simon-Kucher recently went outside the box and tried something new in the industry: they developed an iPhone app to allow businesses to perform quick analysis and find easy solutions to everyday business problems. B2B Services. SIMON-KUCHER & PARTNERS ORGANIZATION. Practice Areas. Industries. Automotive.

Interviews 100

Interviews Culture Case Interview Automotive 100

Harvard Business

DECEMBER 17, 2018

Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value. Deeper analysis showed that investing more time and energy into partnering with some of these lower growth accounts could improve them. Or do we spend more time with them because they are higher growth?

Sales 28

Sales Data Enterprise Analysis 28

Harvard Business

FEBRUARY 7, 2018

We also supplemented the survey with well-known brand rankings, Net Promoter Scores (NPS), and an analysis of their marketing expenditures and strategies. Although our survey emphasized B2C brands, we believe the Purchase and Usage mindsets are equally, or even more, relevant for B2B brands.

Advertising 28

Advertising B2B Survey B2C 28

Harvard Business

AUGUST 9, 2016

For B2B products, it can be a single customer). To accomplish this step, marketers typically use research methods like conjoint analysis or qualitative customer interviewing. And it is one reason why the method is more popular in B2B settings that give less weight to the brand value.

B2B 28

B2B Productivity Case Interview Comparison 28

Harvard Business

JULY 8, 2016

At one B2B technology company, for example, account managers were supposed to focus their efforts on their highest-value, “top of the pyramid” accounts. But VoloMetrix data showed a different picture: Account managers were spending more than one-third of their time on accounts at or near the bottom of the pyramid.

Sales 28

Sales Software Tools Data 28

Harvard Business

MAY 24, 2016

A supply-demand curve and price elasticity analysis suggests that given Audi had fixed production at 70,000 units, it could have priced the SUV at €58,000, which would have yielded an additional €210 million. At the time, the company said the Q7 had the highest pre-sales of any Audi vehicle.

Productivity 28

Productivity Sales Development B2B 28

Epicflow

JANUARY 12, 2024

CyberTechGlobal April, 8-10, Tel Aviv, Israel CyberTech is the cyber industry’s most prominent B2B networking platform. The conference will cover a range of topics – emerging technologies, diversity, soft skills development, inspiration for project managers, and more.

Industry 52

Industry Automotive Pharmaceuticals Management 52

Harvard Business

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. A key is to focus training and development on an analysis of current sales tasks and put in place a process that gives reps, their managers, and leadership timely feedback as they move forward on performance goals. There are ways to avoid these blind spots, however.

Sales 28

Sales Case Interview Recruiting Recruitment 28

Harvard Business

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. A key is to focus training and development on an analysis of current sales tasks and put in place a process that gives reps, their managers, and leadership timely feedback as they move forward on performance goals. There are ways to avoid these blind spots, however.

Sales 28

Sales Case Interview Recruiting Recruitment 28

Harvard Business

MARCH 22, 2017

Brocade’s Net Promoter Score went from 50 (already a best in class score) to 62 (one of the highest B2B scores on record) within 18 months. ” This analysis can be done across different digital initiatives, geographies, channels, or even individual pieces of content. The results? Invest in the end-to-end experience.

Marketing 36

Marketing Agile Fashion Sales 36

Harvard Business

AUGUST 12, 2016

But a new analysis from the German Savings Banks Association shows that, in the last fiscal year, its midsize company clients managed, on average, profit margins of 7.3%. This level of dedication to their mostly B2B customers demands especially strong investment in innovations and R&D. We sell shovels to gold seekers.”

Industry 28

Industry Balance Sheet Enterprise Recruiting 28

Harvard Business

DECEMBER 15, 2017

Industry cluster metrics measure the size of the pool of potential customers for B2B or B2C companies, and market stability metrics measure institutional, business, and social stability.) These provide the largest opportunity and the strongest operating environment, increasing the return on companies’ investment.

Strategy 28

Strategy Strategy Strategy& Operations 28

Harvard Business

APRIL 26, 2016

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. Does this mean that all business goes online? But this contextual change does impact how sales people must navigate the needs of clients and customers as well as their own organizations.

Sales 28

Sales Education Training Training 28

Management Consulted

OCTOBER 3, 2012

I’m addicted to a process that thrives on unlearning and the beautiful clarity analysis surfaces from the right questions and observations. ” “I am a techno commercial executive with 10 years of experience in a B2B environment primarily in identifying, developing and implementing product, corporate and sales strategy.

Consulting 204

Consulting Case Interview Interviews Engineering 204