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A Chinese steel manufacturer systematically transformed its operations to be customer-centric—and in the process, improved its bottom line. Marketing & Sales Insights MORE
Telecommunications companies have been leaving money on the table by underinvesting in advanced analytics in their B2B business units relative to their B2C operations. A new tailored approach across these segments can generate much-needed growth and margins. Telecommunications Insights MORE
Agile B2B sales operating models that fuse the best of both human and digital customer interactions are likely here to stay. Marketing & Sales Insights MORE
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 MORE
A deeper understanding of branding’s role in decision making is critical if B2B companies want their brands to drive value. Our Insights MORE
After playing a crucial role in adapting service operations to COVID-19 disruptions, digital and analytics can help B2B service companies emerge stronger in the post-pandemic reset. MORE
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. MORE
Companies that succeed at analytics-based pricing build a strong foundation—and include their salesforce in developing it from the start. Marketing & Sales Insights MORE
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. MORE
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? MORE
New analysis makes it clear: The digital revolution is a huge leap forward for B2B sales in Brazil. Marketing & Sales Insights MORE
B2B Related Topics Tom Spencer
SEPTEMBER 5, 2020
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
McKinsey
OCTOBER 14, 2020
New analysis makes it clear: For B2B sales, digital is the wave of the future. Marketing & Sales Insights
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McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
McKinsey & Company
DECEMBER 18, 2020
New analysis makes it clear: The digital revolution is a huge leap forward for B2B sales in Brazil. Marketing & Sales Insights
Advertiser: ZoomInfo
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.
McKinsey
JANUARY 19, 2017
B2B companies fall short of their B2C counterparts in key areas of our Digital Quotient assessment. Our Insights
McKinsey
APRIL 23, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary by country. Marketing & Sales Insights
McKinsey
AUGUST 29, 2020
After playing a crucial role in adapting service operations to COVID-19 disruptions, digital and analytics can help B2B service companies emerge stronger in the post-pandemic reset.
McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
Advertiser: ZoomInfo
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.
McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
McKinsey
APRIL 23, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary by region. Marketing & Sales Insights
Consulting Success
AUGUST 17, 2020
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?
McKinsey
APRIL 24, 2020
Agile B2B sales operating models that fuse the best of both human and digital customer interactions are likely here to stay. Marketing & Sales Insights
Advertiser: ZoomInfo
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.
McKinsey
JULY 15, 2020
New digital behaviors are becoming the next normal. Marketing & Sales Insights
McKinsey
MAY 3, 2020
COVID-19 is changing how B2B buyers and sellers interact. Savvy sales leaders are learning how to adapt to the next normal. Marketing & Sales Insights
McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
McKinsey
APRIL 23, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
Advertiser: ZoomInfo
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.
McKinsey
OCTOBER 16, 2020
A Chinese steel manufacturer systematically transformed its operations to be customer-centric—and in the process, improved its bottom line. Marketing & Sales Insights
McKinsey
MARCH 8, 2019
Telecommunications companies have been leaving money on the table by underinvesting in advanced analytics in their B2B business units relative to their B2C operations. A new tailored approach across these segments can generate much-needed growth and margins. Telecommunications Insights
McKinsey
JANUARY 4, 2018
Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth. Our Insights
McKinsey
APRIL 24, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
Advertiser: ZoomInfo
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:
McKinsey
SEPTEMBER 26, 2017
Digital has changed how B2B leaders meet customer demands, but not in all the expected ways. Our Insights
McKinsey
APRIL 23, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary by region. Marketing & Sales Insights
McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
Advertiser: ZoomInfo
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!
McKinsey
APRIL 22, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
McKinsey
APRIL 23, 2020
B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights
McKinsey
MAY 19, 2017
Growing numbers of B2B companies are focusing on digitization to succeed with customer-centric strategies. Here’s how to get it right. Our Insights
Think Customers
APRIL 1, 2019
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.
Advertiser: ZoomInfo
Finding a vendor to cleanse and optimize your marketing database can be difficult if you don’t know what to look for. Download the eBook to get the most out of your database cleanse and find an appropriate vendor for your B2B marketing objectives.
McKinsey
APRIL 28, 2017
Growing numbers of B2B companies are focusing on digitization to succeed with customer-centric strategies. Here’s how to get it right. Our Insights
McKinsey
DECEMBER 21, 2016
A deeper understanding of branding’s role in decision making is critical if B2B companies want their brands to drive value. Our Insights
Women in Consulting
APRIL 10, 2014
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.
McKinsey
OCTOBER 23, 2018
Companies that succeed at analytics-based pricing build a strong foundation—and include their salesforce in developing it from the start. Marketing & Sales Insights
Advertiser: ZoomInfo
As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.
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