Harvard Business

MARCH 16, 2023

Research shows they prefer interactions that fuel their psychological needs — even if they require more time or cost more money.

B2B 88

B2B Research Sales Marketing 88

Henry DeVries

APRIL 7, 2023

Susan Quinn, founder and CEO of Circle S Studios shares which nine traits all high-performing companies exhibit. When done consistently, these companies not only outperform their peers, in many cases they become designated as best in class," says Quinn.

B2B 65

B2B Company Strategy Strategy 65

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. Marketers know this.

B2B 127

B2B Marketing Examples Consulting 127

1 to 1

AUGUST 30, 2021

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. B2B sellers understand they need to change yet face challenges to creating successful digital-first sales experiences.

B2B 29

B2B Sales ROI Efficiency 29

Consulting Success

NOVEMBER 26, 2021

Ever since the start of the pandemic, an increasing number of B2B buyers have shifted online to find, hire, and work with external consultants. Can consultants use consulting marketplaces to find new clients and opportunities? Many consulting marketplaces have emerged as a way to connect buyers and consultants.

Consulting 177

Consulting B2B Marketing 177

Harvard Business

NOVEMBER 8, 2016

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. First, three out of four B2B buyers rely on social media to engage with peers about buying decisions.

B2B 78

B2B Sales Media Survey 78

Harvard Business

JANUARY 11, 2023

Shifting mindsets create new risks — and new opportunities.

B2B 85

B2B Strategy Strategy Strategy& 85

Harvard Business

MARCH 21, 2023

Let user-generated insights lead the way.

B2B 73

B2B Sales Enterprise Data 73

Consulthon

JUNE 7, 2019

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.

B2B 40

B2B Productivity Industry How To 40

Strategy+Business

AUGUST 21, 2018

Salesforce.com 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.

B2C 43

B2C B2B Productivity Company 43

Consulting Success

APRIL 5, 2021

This is one of the things that Shiv Narayanan learned on his way to generating $2 million in consulting revenue for his B2B SaaS startup. Saying no to revenue is the hardest thing to do, but sometimes you have to do it in order to build a more sustainable business. The founder and CEO of.

Consulting 155

Consulting B2B Company Marketing 155

Harvard Business

JUNE 5, 2023

A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses. As companies seek to cut costs in an uncertain economy, increasing this commercial productivity is a smart strategy.

Sales 41

Sales Strategy Strategy Strategy& 41

Harvard Business

MARCH 14, 2018

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.

B2B 31

B2B Bain Study Research 31

Harvard Business

FEBRUARY 1, 2022

How one company created a “universal commercial engine” to replace both divisions.

B2B 91

B2B Sales Marketing Engineering 91

1 to 1

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.

B2B 29

B2B Operations Report Productivity 29

Harvard Business

MAY 10, 2018

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. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

B2B 34

B2B Chemicals Engineering Data 34

1 to 1

MAY 6, 2014

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. These included tools aimed at gathering and acting on social information that might generated by a target customer or an active account (e.g.

B2B 46

B2B B2C Meeting Tools 46

Comatch

APRIL 3, 2023

1) Identify an appropriate platform Social media has revolutionized the way B2B buyers navigate their purchasing journey. According to research from Gartner , B2B buyers only spend 17% of their time meeting with sales representatives when considering a purchase.

Media 52

Media Development B2B Case Study 52

BCG

APRIL 5, 2016

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.

B2B 40

B2B Boston Consulting Group Sales Consulting 40

Henry DeVries

JANUARY 26, 2021

Customers who relied on salespeople to share information now have it at their fingertips through the internet. What was once a differentiator for companies has now become a commodity.

B2B 73

B2B Strategy Strategy Strategy& 73

Harvard Business

MARCH 15, 2023

You can’t deliver a modern customer experience with a dated approach.

B2B 74

B2B Culture Tools Sales 74

Harvard Business

MAY 18, 2018

B2B companies are struggling with a loss of control over the customer experience (CX) today. With their future growth prospects at stake, B2B executives must determine how to improve CX—while ceding more of the experience to their partners. B2B leaders know that customer experience is the gateway to growth.

Accenture 31

Accenture B2B Strategy Strategy 31

Harvard Business

JANUARY 24, 2022

Buyers expect the same level of service and flexibility as when they shop in their personal lives.

B2B 74

B2B Sales Management Marketing 74

Harvard Business

JANUARY 19, 2018

B2B, or the process of marketing and selling product and service offerings to business customers, is experiencing an intensified focus as the availability of new digital data that describes businesses grows. By helping B2B companies gather better data on their customers, AI will help them catch up with their B2C peers. Insight Center.

B2B 31

B2B B2C Sales Data 31

Harvard Business

JUNE 7, 2018

Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. This runs counter to the norm at many B2B sales organizations, which give little or no formal training on price realization. We gathered their self-rating of 42 pricing capabilities and outcomes.

B2B 60

B2B Survey Company Sales 60

Harvard Business

MAY 10, 2016

.” 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. The problem was that the system had not been not built with the user in mind. Reputation. Wide topic focus.

B2B 28

B2B B2C Transportation Sales 28

1 to 1

JULY 12, 2019

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.

B2B 22

B2B How To Sales Research 22

Harvard Business

MARCH 7, 2017

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. Related Video. The 8 Types of Salespeople.

Travel 48

Travel B2B Benchmarking Sales 48

Consulting Matters

AUGUST 12, 2020

I also want to talk about the difference between B2C offers and B2B offers. Meaning a B2B business is a business that's positioned to help an organization. There's the low and the high-ticket offer, but there's a big difference as it relates to the monetization path, as it relates to a B2B or B2C business.

Consulting 156

Consulting How To B2C B2B 156

1 to 1

MARCH 28, 2013

It disappoints me when customer experience professionals at B2B companies won't even consider CX practices from business-to-consumer companies.

B2C 48

B2C B2B Company Case Study 48