Eric Jacobson

MARCH 18, 2013

WTF is incredibly relevant and timely because Solis explores the non-stop transformation happening in business today, driven by new social and mobile technologies. Solis : Most businesses are merely reacting to the rapid evolution of technology rather than trying to create engaged customer experiences throughout the life-cycle.

B2B 54

B2B B2C Technology CRM 54

Harvard Business Review

FEBRUARY 10, 2016

B2B buyers often have made up their minds about a purchase before a sales rep even gets a foot in the door. It’s no wonder, then, that more than 90% of B2B sellers have turned to content marketing to help regain access to buyers in the early stages of the purchase process. Mistake #2: The content overdoes personalization.

B2B 8

B2B Content Marketing Consensus 8

N2Growth Blog

OCTOBER 25, 2010

MIT Technology Review The Massachusetts Institute of Technology’s magazine of innovation promotes “the understanding of emerging technologies and their impact on business and society.&# Inc.com Inc. magazine’s offering of information, products, services, and online tools for business or management.

Directory 167

Directory Magazine Blog Brand 167

Harvard Business Review

JULY 12, 2017

B2B buyers have slowly been conditioned to expect the same personalized treatment that they get while shopping on Amazon. Sales professionals and organizations are responding with new strategies and technologies that allow them to deliver personalized experiences at scale. They have little to no patience for ill-timed, generic pitches.

B2B 8

B2B CRM Franchising Media 8

Mills Scofield

FEBRUARY 8, 2013

Just goes to show what great leadership can do! During our four sessions, we coached the Chatham team to first identify their organization’s diverse roles (which includes business service provider, government policy influencer, educational resource, and liaison for B2B urban development programs).

Ryan 130

Ryan PR Project B2B 130

Harvard Business Review

AUGUST 20, 2014

At VoloMetrix, we recently studied the sales force of a large B2B software company using six quarters of quota attainment data for a several thousand employees. Take this example from the B2B company I described earlier. Sales Technology' We expected to have two phases to the study.

Succession 17

Succession B2B Metrics Uncertainty 17

Harvard Business Review

DECEMBER 14, 2018

Companies increasingly use digital technologies to circumvent distributors and enter into direct relationships with their end-users. As a result, many B2B companies remain stuck in a stalemate. Digital represents a significant opportunity for many B2B companies, but also risk. Three Images/Getty Images.

Strategy 8

Strategy B2B Insurance Business Model 8

Harvard Business Review

MAY 18, 2018

These companies are facing wholesale change—from defining how technology reinvents entire functions to how the organization manages new workforce models to how to unlock value with cross-industry ecosystems. Read more from Accenture Strategy: How Technology Is Changing M&A in the U.S.

Strategy 8

Strategy Content Business Model Retail 8

Harvard Business Review

APRIL 4, 2016

While the middle class has been eroded by currency depreciation and recession, the Russian consumer remains technologically savvy, interested in quality Western brands, and able to spend. The drastic drop in oil prices has obscured these issues, but they will continue to constrain growth even if oil prices recover.

Depreciation 8

Depreciation B2B Price Crisis 8

Harvard Business Review

OCTOBER 5, 2015

These changes are driven by seismic shifts in consumer behavior and an explosion of both consumer- and B2B-facing technologies. The tension between human-driven and technology-driven capabilities is often miscast, positioning automation as a threat to the people that drive our industry. Humans and Automation.

Media 8

Media Advertising Audience Technology 8

Harvard Business Review

FEBRUARY 10, 2016

How technology is changing the way we work. We also saw this pattern in the sales departments of other B2B sales organizations we worked with. (Disclosure: this includes Microsoft, which bought my former company, VoloMetrix, to help make that happen for core business systems like email.). Insight Center. Sponsored by Accenture.

B2B 8

B2B Emotional Intelligence Tools Audience 8

Harvard Business Review

JULY 25, 2012

The result was a 15% increase in new revenue, and a leadership position in a new market segment. B2B companies often have a distinctive outside-in view of interactions across functions and groups at client organizations. A few reframers quickly came forward with an alternative, eco-friendly offering. Disconnects.

Productivity 14

Productivity Products Market Segmentation Sample 14

Harvard Business Review

AUGUST 12, 2016

These companies are dedicated to mutual technological leadership with their customers. This level of dedication to their mostly B2B customers demands especially strong investment in innovations and R&D. Joachim Kreuzburg, CEO of Sartorius, a cell cultivation company, says, “We are not in the gold seeker business.

Industry 8

Industry Long-term Short-term Class 8

Harvard Business Review

MARCH 1, 2016

research on B2B purchases indicates that 25% of the buying decision depends on the interaction with the sales professional. 500 technology distribution company I’m working with has expanded its offerings to include services like installation and hardware management. McKinsey & Co.

Strategy 8

Strategy Execution How To CRM 8

HR Digest

NOVEMBER 18, 2021

Management Skills: Motivating, leadership, problem-solving, etc. You can find some of the most significant hard skills here: Technological savviness. B2B Marketing. People Skills: Persuasion, teamwork, communication, negotiation, etc. Technical Skills: Programming, technical writing, data analysis, software proficiency, etc.

Skills 111

Skills Six Sigma Software CRM 111

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Don’t believe the hype.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

JUNE 17, 2014

A notable example I witnessed was when a VP of R&D was bent on using a new machine technology that made ingredients inside a package look twisted like a chocolate and vanilla soft serve ice cream. Most of the time equipment, control panels, and software in their industrial B2B divisions are still designed by engineers.

Supply Chain 8

Supply Chain Software B2B Brand 8

Harvard Business Review

MARCH 22, 2017

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 leadership team conducts a weekly evaluation to assess, “Is what we’re doing working?” The results? Invest in the end-to-end experience.

Creativity 11

Creativity Marketing Agility Budgeting 11

N2Growth Blog

NOVEMBER 30, 2010

While the technology supporting sales process have clearly evolved, the traditional sales strategies proffered by sales gurus 20 or 30 years ago have not kept pace with market needs. Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold.

Blog 409

Blog Ryan B2C Brand 409

Harvard Business Review

JUNE 7, 2016

” Often, the root of the insecurity involves your personal leadership style , says Herminia Ibarra , a professor at INSEAD and the author of Act Like a Leader, Think Like a Leader. Seek ways to incorporate their strategies and tactics into your leadership repertoire. So, for starters, “let up [on] the self-flagellation.”

How To 8

How To Case Study Tactics Goal 8

Harvard Business Review

DECEMBER 13, 2017

If you are an aspiring PM concerned you lack the basic tech skills for the role, you might consider taking online courses such as the renowned Introduction to Computer Science ( CS50 ) course offered by Harvard University or one of the many intro and advanced technology courses offered by The Flatiron School.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

NOVEMBER 15, 2013

Jack Ma, founder of Alibaba, the world’s largest online B2B global trading marketplace, is probably the most obvious choice. Can you, in fact, name ten Chinese entrepreneurs who you think dream dreams big enough to be likely to build the future? Can you name five?

Entrepreneur 8

Entrepreneur Proposal Stage-Gate Disruptive Innovation 8

Harvard Business Review

AUGUST 10, 2018

Those analyses rely on publicly available data sources, but software providers have accumulated growing amounts of private data on almost every aspect of their customers’ technology, operations, people, and strategies. It is even possible to hold up the data mirror to individual technology users.

Benchmarking 8

Benchmarking Software B2B GAAP 8

Harvard Business Review

APRIL 19, 2018

With online technologies and targeted lists, this should be a cost-effective tool for separating the suspects from the prospects, accelerating customer conversion through the sales funnel, and, equally important, optimizing “data-driven marketing” by tying each piece of content to metrics like opens, reads, downloads, and so on.

Content 9

Content Marketing Case Study B2B 9

Harvard Business Review

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. ” That’s a process which requires leadership time and resources, not just a speech about talent at an off-site. This approach is best supported by simulations, assessments, onboarding programs, and other means that technology is making less costly.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

Splunk , a San Francisco-based B2B software firm, is a case in point. ” That’s a process which requires leadership time and resources, not just a speech about talent at an off-site. This approach is best supported by simulations, assessments, onboarding programs, and other means that technology is making less costly.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

SEPTEMBER 19, 2016

Their supply chain team offered to reformulate products using a different and cheaper technology, so that they could cut down on costs instead of having to raise prices substantially. For instance, one of our B2B clients raised prices by 15-20% following a currency depreciation. They incentivize the wrong priorities.

Price 8

Price Globalization Depreciation Marketing 8

Harvard Business Review

MAY 9, 2012

Improved engagement creates business value and strategic differentiation, and technology is enabling a shift from transactions to engagement. The recurring problem — culture always trumps technology in adoption of new tools. New models of engagement herald the death of B2B and B2C.

B2C 15

B2C Early Adopters B2B How To 15

Harvard Business Review

JULY 8, 2015

Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. It’s clear that time with customers matters.

Metrics 8

Metrics B2B Competitive Advantage Analysis 8