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 130

Building next-generation B2B sales capabilities

McKinsey

The pandemic has converted B2B buyers to e-commerce in a big way. B2B sellers need new capabilities to meet their new expectations. Marketing & Sales Insights B-to-B Digital marketing Multichannel

B2B 94
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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

The new B2B growth equation

McKinsey

Customers want an always-on, personalized, omnichannel experience. The world’s best sellers are giving it to them. Marketing & Sales Insights Marketing & Sales

B2B 112

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 commercial analytics: What outperformers do

McKinsey

B2B companies that successfully apply commercial analytics are uncommon—and more likely to achieve uncommon success. Outperformers share four behaviors. Marketing & Sales Insights B-to-B Customer lifecycle management & CRM Growth

B2B 97

Busting the five biggest B2B e-commerce myths

McKinsey

The leading edge for successful B2B sales growth is digital. Here’s why. Marketing & Sales Insights Marketing & Sales

B2B 76

These eight charts show how COVID-19 has changed B2B sales forever

McKinsey

New analysis makes it clear: For B2B sales, digital is the wave of the future. Marketing & Sales Insights

B2B growth is where it’s green

McKinsey

Two authors of an upcoming article on sustainability opportunities share their views on how this imperative goes beyond ethics. Marketing & Sales Insights B-to-B Marketing strategy Growth

Omnichannel in B2B sales: The new normal in a year that has been anything but

McKinsey

New analysis makes it clear: Omnichannel is here to stay for B2B sales. Marketing & Sales Insights Marketing & Sales

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.

Measuring B2B’s digital gap

McKinsey

B2B companies fall short of their B2C counterparts in key areas of our Digital Quotient assessment. Our Insights

B2C 85

Europe’s innovation wunderkinds: The rising B2B start-up ecosystem

McKinsey

While B2B start-ups are making Europe more competitive, start-ups, investors, and corporates will need to share expertise and work as partners to realize the region’s full entrepreneurial potential. Our Insights High Tech & Internet Europe Middle East North and Central America Innovation Growth Globalization Disruptive Technology IT organization & governance Digital strategy and organization IT management & strategy Core IT

B2B 87

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

Survey: US B2B decision-maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 70

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.

The B2B digital inflection point: How sales have changed during COVID-19

McKinsey

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

B2B 112

The future of B2B sales is hybrid

McKinsey

Since B2B buyers are using more channels, B2B sellers must, too. Marketing & Sales Insights B-to-B Multichannel Sales

A post–COVID-19 commercial-recovery strategy for B2B companies

McKinsey

A recent survey provides insights about the strategies that can help B2B companies recover quickly from the COVID-19 crisis. Advanced Electronics Insights

B2B 74

How B2B sales have changed during COVID-19

McKinsey

New digital behaviors are becoming the next normal. Marketing & Sales Insights

B2B 110

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 COVID-19 has accelerated changes in the B2B sales landscape in Brazil

McKinsey

New analysis makes it clear: The digital revolution is a huge leap forward for B2B sales in Brazil. Marketing & Sales Insights

Two ingredients for successful B2B sales: Agility and stability

McKinsey

Agile B2B sales operating models that fuse the best of both human and digital customer interactions are likely here to stay. Marketing & Sales Insights

B2B 72

Survey: Global B2B decision-maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary by country. Marketing & Sales Insights

B2B 65

Survey: German B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 58

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.

From defense to offense: Digital B2B services in the next normal

McKinsey

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.

B2B 101

Survey: Indian B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 58

Five digital and analytics battlegrounds for B2B aftermarket growth

McKinsey

A differentiated commercial engine focused on just a few digital and analytics levers can more than double aftermarket revenues for industrial companies. Insights on Operations Service operations

Survey: European B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary by region. Marketing & Sales Insights

B2B 61

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:

What the future science of B2B sales growth looks like

McKinsey

Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth. Our Insights

B2B 86

Survey: UK B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 52

Discussions in digital: Moving B2B companies into the digital world

McKinsey

Digital has changed how B2B leaders meet customer demands, but not in all the expected ways. Our Insights

B2B 86

The B2B analytics playbook: Capturing unrealized potential in telcos

McKinsey

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

B2C 82

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.

Survey: Japanese B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 46

Survey: Brazilian B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 45

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 66

Survey: Italian B2B decision maker response to COVID-19 crisis

McKinsey

B2B decision makers are responding quickly, though actions and customer preferences vary. Marketing & Sales Insights

B2B 44

Best Practices for Marketing Database Cleanse

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.