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 74

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 71

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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 103

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 71

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.

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 75

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 55

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 54

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 57

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 51

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.

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.

B2C 113

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 87

Survey: South Korean 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 43

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 113

Five 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.

Survey: Chinese 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 40

Survey: French 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 40

Survey: Spanish 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 40

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 40

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:

Survey: Asian 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 42

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 87

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 B2B online marketplaces could transform indirect procurement

McKinsey

Innovative industrial companies are swapping a reactive, manual, and labor-intensive repair lifecycle for one that’s proactive and automated, with machine learning and advanced analytics at its core. Insights on Operations

B2B 114

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.

B2B business branding

McKinsey

A deeper understanding of branding’s role in decision making is critical if B2B companies want their brands to drive value. Our Insights

B2B 55

Radically rethink your strategy: How digital B2B ecosystems can help traditional manufacturers create and protect value

McKinsey

Machinery companies that partner in a B2B ecosystem could fend off new waves of tech competition by developing the capacity to deliver innovative aftersales and services offers.

B2B 86

Finding the right digital balance in B2B customer experience

McKinsey

Growing numbers of B2B companies are focusing on digitization to succeed with customer-centric strategies. Here’s how to get it right. Our Insights

B2B 87

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.

B2B 34

Best Practices for a Marketing Database Cleanse

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.

Finding the right digital balance in B2B customer experience

McKinsey

Growing numbers of B2B companies are focusing on digitization to succeed with customer-centric strategies. Here’s how to get it right. Our Insights

B2B 82

Is Poor B2B Customer Experience Undermining Your Sales Success?

Joellyn Sargent

B2B customer experience is nothing like a consumer experience. While the sales process may be vastly different for B2B, buyers are still people. B2B buyers value trust just as much (if not more) than consumers. Broken Promises are Deal Breakers in B2B.

B2B 130

What really matters in B2B dynamic pricing

McKinsey

Companies that succeed at analytics-based pricing build a strong foundation—and include their salesforce in developing it from the start. Marketing & Sales Insights

B2B 81

Five Selling Secrets of Today’s Digital B2B Leaders

BCG

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. Article Tuesday, April 05, 2016. A quiet revolution has been happening in sales over the past several years.

B2B 82

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Why Women Are the Future of B2B Sales

Harvard Business

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

B2B 36