LSA Global

APRIL 15, 2024

According to Accenture, 80% of B2B customers will change providers at least every two years if their expectations aren’t understood and met. Done right, thorough market research should unearth valuable insights about your ideal target clients, competitors, and emerging trends.

Sales 36

Sales Strategy Strategy Strategy& 36

Harvard Business

SEPTEMBER 12, 2016

Decision making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal salesperson about a competitor’s latest move; a customer complaint that happened to be fielded by a senior executive. That’s complicated at any B2B business. Vincent Tsui for HBR.

B2B 28

B2B Sales Data Automotive 28

Makarios Consulting

AUGUST 3, 2022

If you are a B2B company, connecting with your customers is usually as straightforward as getting on the phone or making an in-person visit with your clients to have informal (but informative) conversations. For instance, if you are a B2B company that currently has 20% market share within your target market, could you expand that to 22%?

B2B 76

B2B B2C Trends Agile 76

Harmonious Workplaces

DECEMBER 27, 2023

However, I have found that the best results came from working with highly motivated, strongly competent, and extremely ethical recruiters who own and operate small businesses. Connect with Esther on LinkedIn: [link] GRN Fairfield Donna James owns and operates GRN Fairfield, a search firm filling the needs of retail businesses.

Recruiting 98

Recruiting Recruitment Meeting B2C 98

Makarios Consulting

AUGUST 3, 2022

If you are a B2B company, connecting with your customers is usually as straightforward as getting on the phone or making an in-person visit with your clients to have informal (but informative) conversations. For instance, if you are a B2B company that currently has 20% market share within your target market, could you expand that to 22%?

B2B 52

B2B B2C Trends Agile 52

Harvard Business

AUGUST 3, 2016

A new set of relationships is being formed within companies around how people working in data, analytics, IT, and operations teams work together. Data and analytics represent a blurring of the traditional lines of demarcation between the scope of IT and the responsibilities of operating divisions. Data and analytics embedded in IT.

Operations 28

Operations Chemicals Data Agile 28

Jerry Fletcher

JUNE 27, 2020

The length of time a consultancy has been operating makes a difference as does the size of client. Their clients generally are middle market B2B and not subject to the opinions of the multitudes except if they are targeted by an anti-elitist group. The requirement to understand a prospect’s operations will continue. Yes and no.

Marketing 64

Marketing Consulting B2C B2B 64

Tom Spencer

NOVEMBER 19, 2021

Business development consultants can work with both B2B and B2C businesses, and provide a wide range of services including data analytics over operations and financials, business design , marketing strategies, digital innovation, business model design , and organisational systems.

Development 88

Development Consulting B2C B2B 88

LSA Global

JULY 17, 2020

How B2B Selling Has Changed. Now, in the last few years, the best salespeople operate more as trusted change agents. A Special Note about How B2B Sales Have Changed during COVID-19. Why B2B Sales Training Fails to Get Meaningful Sales Training Outcomes. Challenge for Sales Training – Live and Remote.

Sales 36

Sales Training Training B2B 36

CaseInterview.com

JULY 18, 2019

The Financial Services Operating Group concerns itself with Banking, Capital Markets and Insurance. The Health and Public Service operating group focuses on those industries. The Health and Public Service operating group focuses on those industries. For more on Accenture Customer Service Transformation work go here: [link].

Accenture 45

Accenture Case Interview Operations Automotive 45

BCG

DECEMBER 15, 2016

Business is solid, with stable revenue in B2B and rising volume in B2C. They’ve spent decades building highly efficient operations and dominant market share.

Industry 40

Industry B2C B2B Efficiency 40

Women in Consulting

SEPTEMBER 7, 2017

Either way, my clients are wise enough to realize that they’re operating under a handicap – likely losing both mindshare and market share — if this role is vacant. It’s a solid approach that has become a cornerstone of B2B technology marketing and messaging strategy because it works. Anything less is going to produce less.

Marketing 70

Marketing Engineering B2B Guidelines 70

Martinka Consulting

OCTOBER 5, 2017

Customer/client securing – We’re not talking a retail environment here, we’re talking B2B, especially where there’s an ongoing relationship. He wants to get a feel for the company’s culture, see the operation, see how the facility is maintained (i.e. They’ll want to know the culture of the business or the department.

Real Estate 40

Real Estate B2B Journal Retail 40

Tom Spencer

NOVEMBER 19, 2016

Further, with Fintech taking hold as a revolutionary force in banking and insurance, the large banks here are considering how to transition in a digital world which will change their business operations and market footprint – and that is not limited just to corporate banks, but global powerhouses like the ECB itself.

Banking 60

Banking Insurance Insurance B2B 60

Consulting Success

MAY 15, 2017

In a HBR article many years ago, Christopher Hart shared how BBBK was able to charge ten times more than its competitors and still maintain a disproportionally high market share in the areas where it was operating at the time. Like a consultant, they are serving the B2B market.

Consulting 153

Consulting B2B Hotels Marketing 153

Harvard Business

DECEMBER 14, 2018

As a result, many B2B companies remain stuck in a stalemate. Alternatively, the company can operate in stealth mode by targeting customer segments that have been poorly served or ignored by traditional distributors. Microsoft was able to do so largely due to its monopolization of the desktop operating system market.

Strategy 37

Strategy Strategy Strategy& Insurance 37

Harvard Business

NOVEMBER 23, 2018

Our recent benchmarking of nearly 900 B2B companies underscores the importance of these tools. A B2B technology supplier used Microsoft Workplace Analytics and other digital tools to track the behaviors of its sales reps. Commercial operations groups tend to be early targets for cuts in a recession. Raise the game in pricing.

Sales 39

Sales B2B Tools Software 39

Harvard Business

MAY 18, 2018

Changing consumer needs, combined with shifting workforce expectations, are altering the competitive landscape and dictating transformation of existing company operating models for consumer industries. Accenture, in conjunction with the World Economic Forum, has created a vision of the operating model of the future for consumer industries.

Accenture 28

Accenture Strategy Strategy Strategy& 28

Harvard Business

APRIL 29, 2016

applications pushed technology to address B2B market requirements. Their developers focus on meeting operational and environmental requirements, caring little about the physical appearance or user experience of a dashboard- or engine-compartment-mounted device that monitors vehicle data. Overwhelmingly, those IoT 1.0

B2B 28

B2B Productivity B2C Enterprise 28

Seth Godin Blog

JANUARY 24, 2019

A b2b insurance agency spent two million dollars ripping out voice mail from their agency. Fedex now takes more than two minutes (up from 2 seconds) to connect a valuable customer to a human operator. It puts a lot of pressure on the product, of course, but they were up for that. What promise does a local deli owner make?

Strategy 37

Strategy Strategy Strategy& B2B 37

Wakeman Consulting Group: Dave's Blog

DECEMBER 1, 2022

A shared language allows everyone to operate from a similar POV so that “service”, “success”, and “experience” mean the same thing. The average B2B brand spends $20,000 on attending a trade show. It isn’t unusual for internal teams to have a different understanding of what “premium”, “customer service”, or “quality” means.

Sports 52

Sports Research Data Marketing 52

Harvard Business

FEBRUARY 5, 2018

Practically every organization today has a set of core values that ideally function as the “operating instructions” of the company. Several words always come up in practically every discussion, no matter if the company is a large enterprise or a small business, B2B or a B2C, product or service, new or established.

Ethics 52

Ethics B2C B2B Company 52

Harvard Business

NOVEMBER 27, 2018

Other enterprises and their functions are looking to leverage technology to optimize and augment existing operations. But disruption also breeds cultural tensions — as the digital ambitions of the enterprise conflict with longtime operating objectives and create competing priorities that employees don’t know how to balance.

Enterprise 28

Enterprise Agile B2B Sales 28

Harvard Business

MAY 22, 2018

The problem is that many companies have the wrong “operating system” for organic growth. In our work with dozens of large companies on growth and transformation strategies, we’ve found a set of principles and practices that create an operating system for growth. That failure is not due to a lack of trying.

Company 37

Company B2B Engineering System 37

Harvard Business

DECEMBER 15, 2017

Based on our experience of working with numerous companies operating in India across different industries, we find that a simple yet powerful four-step framework helps companies effectively prioritize markets in the country: Step 1: Measure risk-adjusted opportunity. Step 2: Measure operating environment.

Strategy 28

Strategy Strategy Strategy& Operations 28

Harvard Business

MAY 11, 2016

They operate platforms that make it easy and efficient for participants to connect and exchange value. Westfield Malls operates shopping malls that help retailers and shoppers to get together. Unlike traditional businesses, they don’t buy inputs, make stuff, and sell it. And it’s not just these humongous companies.

Operations 28

Operations B2B Groups Software 28

Management Consulted

JANUARY 22, 2015

We conducted interviews with people all up and down the decision making process – we talked to a handful of owners of hotel management groups, we talked to the general managers at hotel, director of operations, and front desk managers to hear their take on how they engage with travelers. So that was one.

Hotels 100

Hotels Oliver Wyman Travel Recruiting 100

Harvard Business

JUNE 10, 2016

They then saw that their software, which could help data centers reduce operational costs, could be incorporated into the customer’s equipment just like word processing software is embedded into personal computers. The company was already breaking even operationally after two rounds of funding.

Marketing 28

Marketing Software Sales Enterprise 28

Harvard Business

NOVEMBER 7, 2017

Last month, just before the Wall Street Journal reported that CVS is looking to buy Aetna, CVS’s stock sank on news that Amazon had acquired licenses to operate as a pharmacy wholesaler in a dozen states. These days, it seems that whenever Amazon says “boo,” all manner of proud companies buckle at the knees.

Insurance 28

Insurance Insurance Pharmaceuticals B2B 28

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.

B2B 28

B2B Accenture Strategy Strategy 28

Harvard Business

JULY 19, 2017

If you build a team that brings in operations, sales, finance, and the executive suite, you are more likely to figure out where the real bottlenecks and opportunities are, and you are more likely to come up with practical solutions that actually start solving them.

Data 28

Data Productivity Airlines B2C 28

Harvard Business

NOVEMBER 20, 2018

” The intention was right, but there was no operational impact. If you’re B2B, the train is parked in the station, but it’s leaving soon. I made a couple mistakes along the way. First, I just said, “hey, we’re going to be a ‘delight’ company!” ” Neither of those things worked.

Sales 49

Sales B2C Energy Efficiency 49

Harvard Business

MAY 30, 2016

Many firms operating brick and mortar stores are in trouble. B2B commerce, for example, didn’t move mainly online by 2005 as many had predicted in 2000, nor even by 2016, but that doesn’t mean it won’t do so over the next few decades. What’s the real story?

Retail 28

Retail Sales Real Estate Data 28

Harvard Business

APRIL 26, 2016

Compared to professions like engineering or business disciplines like Finance or Operations, the concept of a dedicated salesperson is relatively recent. No, despite the fact that the internet has existed for over 20 years, eCommerce accounts for less than 10% of retail sales and less in most B2B situations.

Sales 28

Sales Education Training Training 28

Harvard Business

SEPTEMBER 4, 2017

A study done by my former colleagues at Sapphire Ventures demonstrated that the median B2B software company that achieved meaningful scale in the market absorbed more than €100 million in operating losses on the path to significance. And the losses that must be absorbed are staggering.

Finance 28

Finance Financial B2B Industry 28

Asamby Consulting

APRIL 14, 2022

The Operating System is the main infrastructure that allows a company to run. Using Airtable as a company "operating system" This blog post shows how to create a simple CRM on Airtable. This is the first of a series of posts where we will show how you can use Airtable to build your company's "operating system".

How To 52

How To Sales B2B Operations 52