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 28

B2B Bain Research Study 28

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. Routine is crucial on social media.

Media 52

Media B2B Development Sales 52

Tom Spencer

NOVEMBER 19, 2021

Business development consultants engage in ‘prospecting’ which involves searching for potential customers who are likely to be a good fit for the product or service being offered. We prefer your competitor’s product. Once you have customer buy-in, you can set up meetings and determine whether a proposal can be submitted.

Development 88

Development Consulting B2C B2B 88

LSA Global

APRIL 10, 2020

We define B2B social selling as the ongoing process of leveraging digital channels to find, engage, and connect with ideal target clients. High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships. 80% more productive.

Sales 36

Sales B2B Metrics Case Study 36

Harvard Business

JUNE 7, 2016

For instance, you might say to yourself, “In today’s meeting, I’m going to make sure everyone on the team feels heard.” Case Study #1: Focus on the opportunity and set small, achievable goals. “I was still selling a product and selling a concept to people,” he says.

How To 28

How To Case Study Case Studies B2B 28

Tsavo Neal

APRIL 27, 2017

Would you go and meet a prospective client wearing basketball shorts and sandles? A professional design makes reading all of your content — publications, posts, case studies, etc — easier to read and more enjoyable. 52% of B2B buyers say the expect half of their purchases to be made online by 2018.

B2B 60

B2B Marketing Consulting Advertising 60

Tsavo Neal

JANUARY 25, 2018

Now, B2B decision makers are actively looking for consultants online, and your digital presence can be a huge part of how you generate new conversations with buyers. Case studies. Selling productized consulting. As a consultant, your product is your advice. Case Studies. Lead-generating website.

Consulting 68

Consulting Advertising Case Interview Conference 68