Clarity Consultants

MAY 26, 2023

The B2B sales world has completely changed over the last few years, and businesses all over the world are struggling to keep up. This makes a sales enablement program a vital tool when running a business. What is the Purpose and Goal of a Sales Enablement Program? That’s why a sales enablement program is essential.

Sales 62

Sales B2B Training Training 62

BCG

APRIL 5, 2016

A quiet revolution has been happening in sales over the past several years. While many companies have continued to adhere to sales models developed a decade ago, “digital attackers” have been busy reinventing selling. They are compressing the sales cycle to hours and weeks from months and years, closing multiple deals per day.

B2B 40

B2B Boston Consulting Group Sales Study 40

Harvard Business

MARCH 6, 2024

Specifically, both B2C and B2B companies who view branding and advertising as a top two growth strategy are twice as likely to see revenue growth of 5% or more than those that don’t (67% to 33%). Companies that make the decision to put marketing at the core of their growth strategy outperform the competition, according to McKinsey research.

Marketing 99

Marketing B2C Strategy Strategy 99

Comatch

APRIL 3, 2023

1) Identify an appropriate platform Social media has revolutionized the way B2B buyers navigate their purchasing journey. In the past, sales representatives played a central role in providing information and building relationships with buyers. LinkedIn is the number one dark social channel for professionals and B2B purchases today.

Media 52

Media B2B Development Sales 52

Harvard Business

JUNE 7, 2018

Consider the case of a major industrial goods manufacturer that was struggling with low profit margins, relative both to competitors and to its own historical performance. It traced much of the cause to a mismatch between its sales incentives and pricing strategy. the alternatives and competitive intensity in the industry.

B2B 38

B2B Survey Company Sales 38

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. The internet offers a much more detailed level of data that goes well beyond standard industry categorization. Insight Center.

B2B 28

B2B B2C Sales Data 28

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

Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. The flywheel was used by James Watt over 200 years ago in his steam engine, the invention that powered the Industrial Revolution. When I started my career, the most profitable application of force was in sales. clu/Getty Images. It was the right thing to do.

Sales 49

Sales B2C Energy Efficiency 49

Harvard Business

MAY 10, 2016

.” In the B2B world, though, the experience is very different. If you have a problem with your industrial cement mixer, you usually have only two options: read the manual or call your sales rep. Reputation points even had an impact outside the community, as they were cited by users in job applications in the industry.

B2B 28

B2B B2C Transportation Software 28

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.

B2B 34

B2B Travel Benchmarking Sales 34

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 28

B2B Chemicals Engineering Data 28

LSA Global

JUNE 11, 2018

Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities.

Sales 34

Sales B2B Research Industry 34

Business Consulting Agency

JANUARY 21, 2024

Marketing consultants bring a wealth of experience, industry insights, and knowledge of the latest trends, allowing for the development of targeted and effective marketing strategies. Through a comprehensive rebranding strategy, the company experienced a 20% increase in customer loyalty and a 15% boost in sales within a year.

ROI 52

ROI Marketing Consulting B2B 52

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 40

Sales B2B Tools Software 40

Harvard Business

JUNE 1, 2018

A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem. A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. Over 150 B2B salespeople were involved in the research. This company isn’t alone.

Sales 28

Sales Marketing B2B Case Interview 28

Tom Spencer

SEPTEMBER 5, 2020

To succeed in sales, you must know your customer. 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. Simply put, a B2C sale takes place when your business sells a product or service directly to an end consumer.

B2C 88

B2C B2B Sales Strategy 88

Tom Spencer

NOVEMBER 19, 2021

Business development consulting is about helping businesses grow sales and profits in order to achieve their strategic objectives. While breaking into the industry is challenging, aspiring consultants should be careful not oversell their abilities.

Development 88

Development Consulting B2C B2B 88

Harmonious Workplaces

DECEMBER 27, 2023

ExecuSearch Staffing Solutions offers executive search and placement services specializing in Logistics, Distribution, Supply Chain, Manufacturing, Engineering, Sales, Marketing and Retail positions with some of today’s leading companies. With more than 33 yrs.

Recruiting 98

Recruiting Recruitment Meeting B2C 98

Martinka Consulting

SEPTEMBER 30, 2020

A good friend of ours told me his sales team made their first sale ever to a non-affiliated customer. He was hired earlier this year to build a sales team and plan a sales effort because for the last 20 years the only sales were to other firms under the same ownership umbrella. Some tips: Want to increase sales?

B2B 40

B2B Sales Sports Advertising 40

LSA Global

MARCH 18, 2022

Savvy sales managers and leaders invest heavily in growing current strategic accounts. 3 Sales Context Tips to Increase Revenue from Existing Customers Outperforming B2B sales organizations ensure that their sales strategy and sales culture are defined and aligned to grow existing strategic accounts.

How To 36

How To Sales B2B Culture 36

Harvard Business

DECEMBER 6, 2016

According to Gallup , only 29% of B2B customers are engaged with the companies they do business with. With our clients, we’ve found that a 30-minute call — clearly defined as a strategy discussion rather than a sales call — is a good place to begin gathering these answers. Let that sink in. This problem is not new.

B2B 28

B2B Metrics Sales Company 28

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Refining Sales Team Structure and Roles. At the highest level, Workplace Analytics can provide a factual foundation for decisions on sales structure and roles.

Sales 38

Sales Software Productivity Data 38

Harvard Business

APRIL 26, 2016

For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Sales was traditionally seen as a form of service work, with an emphasis primarily on developing moral character.

Sales 28

Sales Education Training Training 28

Prudent Pedal

OCTOBER 8, 2019

Staff ineptness, website deficiencies, social media strategies, misallocated marketing budgets, the absence of brochures, lack of sales and marketing integration, CRM, or cross-selling demands are common complaints. Lacks understanding of the complex B2B buying cycle. I’ve focused on brand problems that were really sales problems.

Marketing 45

Marketing B2B Film Sales 45

LSA Global

SEPTEMBER 26, 2017

Does Your Team Learn from Sales Wins? Many high performing sales teams learn from sales losses and projects that go awry. Most experienced sales leaders and coaches are adept at post-loss reviews and uncovering what went wrong to improve future close rates. Why Sales Teams Do Not Debrief Sales Wins.

Sales 15

Sales B2B Methodologies Energy 15

CaseInterview.com

JULY 18, 2019

The Health and Public Service operating group focuses on those industries. The Products Operating Group concentrates on Air Freight & Travel Service, Automotive, Consumer Goods & Services, Industrial Equipment, Infrastructure & Transportation Services, Life Sciences, and Retail. Finance and Performance Management.

Accenture 45

Accenture Case Interview Operations Automotive 45

BCG

FEBRUARY 9, 2017

Ever since Salesforce.com pioneered software as a service (SaaS), companies across industry sectors—B2B and B2C alike—have made the move. It shifts the value from transactional event to lasting relationship; indeed, the lion’s share of the value is generated after the initial sale.

B2C 40

B2C B2B Software Sales 40

Management Consulted

DECEMBER 11, 2016

Though the firm’s background is exclusively in pricing, in more recent years it has been breaking into other practice areas such as strategy, marketing, and sales. In 1996, Simon-Kucher opened an office in Boston and began to put more of a focus on its other three practice areas: strategy, marketing, and sales. Industries.

Interviews 100

Interviews Culture Case Interview Automotive 100

Harvard Business

SEPTEMBER 25, 2018

Their audience turns to them for industry insights, new product information, and recommendations. million RMB (nearly $500,000) in sales of a limited-edition handbag in just six minutes. Think about the influential voices in your industry. They already have the trust of thousands, if not millions, of your target customers.

B2B 35

B2B Education Media B2C 35

Harvard Business

DECEMBER 14, 2018

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. The auto industry is a case in point. As a result, many B2B companies remain stuck in a stalemate. Digital represents a significant opportunity for many B2B companies, but also risk.

Strategy 38

Strategy Strategy Strategy& Insurance 38

Consulting Success

MAY 15, 2017

Conversion Fanatics found that adding a guarantee increased sales 26%. Neil Patel also found that offering a guarantee increased his sales by 21%. Like a consultant, they are serving the B2B market. Examples of Guarantees in the Consulting Industry. Guarantee Benefits for Consultants.

Consulting 161

Consulting B2B Hotels Examples 161

Harvard Business

APRIL 4, 2016

Russia’s industrialization also means that the market offers substantial opportunities in diverse B2B sectors such as mining, oil and gas, metallurgy, chemicals, light industry, and consumer durables. This will guide how they align sales, marketing, and product strategies.

B2B 28

B2B Government Marketing Chemicals 28

Harvard Business

JUNE 10, 2016

Often, this is because they’ve been founded by technologists, and sales is not an area of expertise. So sales doesn’t become a focus of attention until cash starts to burn. If we sell directly, should we organize salespeople by market, industry, geography, company size, or some other principle?

Marketing 28

Marketing Software Sales Exercises 28

Harvard Business

MAY 30, 2016

The Internet is apparently taking down yet another industry. Sure enough, the Census Bureau just released data showing that online retail sales surged 15.2 More than 20 years after the internet was opened to commerce, the Census Bureau tells us that brick and mortar sales accounted for 92.3 Their data show that only 0.8

Retail 28

Retail Sales Real Estate Data 28

Harvard Business

FEBRUARY 7, 2018

Furthermore, they engage customers more as users than as buyers, shifting their investments from pre-purchase promotion and sales to post-purchase renewal and advocacy. For example, consider the following “brand twins” — pairs of legacy and newcomer brands that compete in the same industry.

Advertising 28

Advertising B2B Survey B2C 28

Management Consulted

OCTOBER 3, 2012

I begged my favorite Econ teacher to let me into his Industrial Organization course and fortunately I got a spot. Half of the class was devoted to examining different models and learning the game theory behind strategic decision making; in the remainder of the class, we applied that knowledge and analyzed different industries.

Consulting 204

Consulting Case Interview Interviews Engineering 204

Harvard Business

MARCH 22, 2017

Brocade, a data and network solutions provider, created a “customer first” program by identifying their top 200 customers, who account for 80% of their sales. Brocade’s Net Promoter Score went from 50 (already a best in class score) to 62 (one of the highest B2B scores on record) within 18 months. The results?

Marketing 49

Marketing Agile Fashion Sales 49