Selling To Executives: What Works For B2B Consultants (& What Doesn’t)

Consulting Success

Are you a B2B consultant who is selling to executives? Selling To Executives: What Works For B2B Consultants (& What Doesn’t) is a post from: Consulting Success. You’ve probably discovered that most marketing and sales advice doesn’t help you.

B2B 141

5 Biggest Differences Between B2B and B2C Sales Strategies

Tom Spencer

One of the simplest distinctions in sales is that between B2C, which stands for business-to-customer, and B2B, which stands for business-to-business. Alternatively, B2B sales happen when one business sells its products or services to another business. Marketing B2B B2C

B2C 85

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

How To Break Past Revenue Plateaus In Your Consulting Business With Josh Long: Podcast #150

Consulting Success

Consulting Success Podcast B2B coachsultant Bottleneck Breakthrough Business Growth identifying business bottlenecks identifying business challenges sales managementDo you own a business, but finding it hard to break past revenue plateaus?

B2B 219

Traditional B2B Sales and Marketing Are Becoming Obsolete

Harvard Business

How one company created a “universal commercial engine” to replace both divisions. Marketing Sales Technology and analytics Analytics and data science Data management Performance indicators Information management Digital Article

B2B 71

4 Data-Driven Steps To Drive Successful B2B Demand Generation

Fact: Good data lives at the core of every successful B2B demand generation strategy. Without quality data, it’s nearly impossible to identify and segment your target audience and create messaging that speaks to their values and interests. Whether you’re stepping into a new position or you’re new to demand generation, learning the tricks of the trade can be, well, tricky. In this eBook, you’ll discover how to improve your demand generation program—and your bottom line.

B2B Selling Is in Trouble. Deep Sales Is the Answer. - SPONSOR CONTENT FROM LINKEDIN

Harvard Business Review

Sponsor content from LinkedIn. Sales and marketing Sponsor Content

B2B 60

Keeping B2B Marketing Content “Human”

Women in Consulting

So why is there so much bad B2B marketing content out there? B2B companies are just as able to develop creative, fun, people-focused content as their consumer-oriented counterparts. Even in b2b, relationships happen between people, not faceless entities, and fun and humor are as human as you can get. By: Kathy Klotz-Guest.

B2B 101

How to find out competitor's product price in B2B industry?


In the B2B selling, it is difficult to find out the price of a product. In the past, I have used import and export data, information from distributors and buyer to understand a price range. Do you

B2B 40

How B2B Businesses Can Get Omnichannel Sales Right

Harvard Business

Buyers expect the same level of service and flexibility as when they shop in their personal lives. Sales Sales team management Marketing Customer experience Customer service IT management Digital transformation Digital Article

B2B 57

Five Selling Secrets of Today’s Digital B2B Leaders


To understand what makes digital B2B sales leaders tick, The Boston Consulting Group undertook a study of the end-to-end selling models used by a dozen next-generation sales leaders. We have uncovered five lessons that companies in any B2B industry can learn from and adapt to their industry’s particular conditions. Article Tuesday, April 05, 2016. A quiet revolution has been happening in sales over the past several years.

B2B 63

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

The Sales Playbook of Successful B2B Teams

Harvard Business

Always be data-driven. Sales Sales and marketing Digital Article

B2B 36

B2B sales will never be the same

1 to 1

In the B2B space, where relationships reign supreme, sales organizations found effective and efficient ways to conduct business with a digital-first approach that’s efficient, effective, and won’t go away any time soon. The post B2B sales will never be the same appeared first on 1to1 Media.

B2B 28

Forget B2C and B2B -- We Need B2I

Strategy+Business strategist Peter Schwartz argues that the lines between B2B and B2C are forever blurred, and now every company competes in the business-to-individual sphere, where the products and services it offers are tailored to every one of its customers In the fast-approaching world of tailored products and customer experience as competitive advantage, the old categories of business and consumer will be obsolete.

B2C 38

Engaging the B2B Customer

1 to 1

A few years ago while attending Dreamforce, I had a few meetings with executives from marketing automation companies who shared different approaches to engaging with B2B customers and prospects. Given the amount of emphasis that''s placed on using data and automation to engage with B2C customers across the industry, I was instantly intrigued by the possibilities for B2B organizations.

B2B 37

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

How Midsize B2B Sales Teams Can Punch Above Their Weight

Harvard Business

What they lack in scale they can make up for in flexibility. Sales Digital Article

B2B 43

Live Chat Makes Its Mark in B2B

1 to 1

In the B2B space, where the transactions are costlier, the products are essential for operations, and service needs to be quickly available, the right channel is essential. According to the State of the Connected Customer report by Salesforce, around 80 percent of B2B consumers expect real-time interactions with companies. In today’s omnichannel environment, a company’s customer service must be available whenever and wherever the customer wants.

B2B 26

What B2B Companies Get Wrong About Volume Discounts

Harvard Business

They’re not only for customers who buy more. Pricing Digital Article

B2B 46

B2B Customers Expect More Than Ever. Demand Centers Can Help.

Harvard Business

Companies like Microsoft and Intuit have started bringing sales and marketing teams together to craft a coordinated customer journey. Sales Sales and marketing Digital Article

B2B 36

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

How B2B Firms Can Price with Confidence as Inflation Rises

Harvard Business

Five strategies. Pricing Digital Article

How Digital Natives Are Changing B2B Purchasing

Harvard Business

The cartoon of business-to-business (B2B) buyers depicts gray-haired executives and purchasing agents in meetings, on the phone and lunching with their vendors. But along with fax machines and long golf games, these features of B2B life have all but disappeared due to the astonishing change in technology over the past two decades. This shift in behavior has several implications for B2B value propositions. First impressions matter as much as ever in B2B markets.

B2B 30

How Advanced Analytics Is Changing B2B Selling

Harvard Business

While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in old-line industries selling what might be considered commodity products. A growing number of B2B companies are using data and analytics to add services that bring new elements of value to customers, and in some cases new sources of revenue. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

B2B 32

How to Keep Closing B2B Deals During the Pandemic

Harvard Business

Don’t stop testing your tactics and tightening your processes. Sales & Marketing Sales Digital Article

B2B 42

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Many organizations fail to properly evaluate vendors during the selection process. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace. After reading, you’ll gain insight into the following components:

Offense and defense, a b2b insight

Seth Godin Blog

Selling change to organizations is difficult. One reason is that change represents a threat, a chance for things to go wrong. It's no wonder that many people avoid anything that smells of change. Another reason is that different people in the organization have different worldviews, different narratives. Consider the difference between "offense" and "defense" when confronting a new idea. The person who is playing offense wants to get ahead. Grow market share. Get promoted.

B2B 41

Pain and money and b2b selling

Seth Godin Blog

When you sell to someone at a business, it's worth remembering that the pain their problem is causing belongs to them, while the money they have to spend, doesn't. Any time you can cure their pain in exchange for their boss's (or the shareholder's) money, that's a compelling offer. The challenge is actually being able to cure the pain, because too often, when an organization moves forward, the fear of failure and the pain of change is worse than the problem they started with.

B2B 39

A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes

Harvard Business

Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. To help companies understand the state of pricing capabilities and how they figure into performance, Bain & Company conducted a global survey of sales leaders, vice presidents of pricing, CEOs, CMOs, and other executives at more than 1,700 B2B companies. Glasshouse Images/Getty Images.

B2B 41

Why Women Are the Future of B2B Sales

Harvard Business

The selling environment is shifting toward their strengths. Sales Digital Article

B2B 36

5 Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

84% of B2B Sales Start with a Referral — Not a Salesperson

Harvard Business

Outbound B2B sales are becoming less and less effective. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

B2B 57

Stop Treating B2B Customers Like Digital Novices

Harvard Business

” In the B2B world, though, the experience is very different. But B2B customers are mobile, fully engaged in social media, and well educated: 94% of B2B buyers conduct online research before deciding on a purchase. Unfortunately, the few B2B companies that have responded to this reality by embracing customer networks usually have just copied a successful B2C formula.

B2B 30

How to Tell If Your B2B Website Is Customer-Centric

1 to 1

Marketers, if your B2B website was on a “first date,” would it get a second one? Many B2B websites would make poor conversation partners—their main focus is about what they do, they don’t relate to the other person, and they share dull stories that are nearly identical. For many websites, the answer is probably “no,” according to recent research by Forrester.

B2B 21

Don't blow it (the secret of b2b)

Seth Godin Blog

If you sell to businesses, you''re either calling on unsuccessful companies, who are panicking and afraid and don''t have a lot of resources to spend on new things. Or you''re selling to successful businesses. And in those organizations, most people walk around with a three-word mantra imprinted on their arm: Don''t blow it. Far more points are awarded to people who keep things moving and defend the status quo.

B2B 37

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

How B2B Companies Can Win Back Customers They’ve Lost

Harvard Business

Get ready to accommodate their specific requirements. Sales Digital Article

B2B 37

Run B2B Sales on Data, Not Hunches

Harvard Business

Decision making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal salesperson about a competitor’s latest move; a customer complaint that happened to be fielded by a senior executive. That’s complicated at any B2B business. Vincent Tsui for HBR.

B2B 30

B2B Salespeople Need to Act More Like Travel Agents

Harvard Business

A similar sequence has happened with B2B buying. By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. See More Videos > See More Videos > Surely B2B purchasing hasn’t become that bad. Like these companies, B2B suppliers need to focus on making it far easier for customers to buy.

Why Are B2B Companies Ignoring B2C CX Practices?

1 to 1

It disappoints me when customer experience professionals at B2B companies won't even consider CX practices from business-to-consumer companies. Sure, B2B firms can learn a lot from other B2B firms: Cisco has an amazing voice of the customer program, Boeing does great work conducting field studies of their customers, and Adobe has a notable CX governance practice.

B2C 38

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.