Leading Blog

NOVEMBER 3, 2023

A study by McKinsey specific to the business-to-business (B2B) area suggests that businesses that optimize QTC for end-to-end accountability significantly outperform peers that don’t. Assign a leader to this organization and establish a leadership team to support that person. logistics, and finance. finance, I.T.,

Industry 294

Industry Stage-Gate Organization Company 294

Eric Jacobson

JULY 19, 2016

Debbie Laskey is one of my go-to experts when I seek advice about a number of business topics, including marketing, social media, and nonprofit marketing and leadership. If they do, they need to enter the 21st century and understand that the communications specialty is just one aspect of an overall marketing plan.

Marketing 50

Marketing CPA Leadership Budgeting 50

HR Digest

JANUARY 9, 2022

Leadership. B2B Marketing. Software proficiency. Motivation. Other crucial skills to put on a resume include: Problem Solving. Adaptability. Collaboration. Strong Work Ethic. Self-Confidence. Handling Pressure. Conflict Resolution. Customer Service. Business Etiquette. Adaptability. Attention to detail . Negotiation .

Skills 111

Skills Six Sigma Porter B2B 111

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

Eric Jacobson

JANUARY 15, 2012

With 15 years of marketing experience and an MBA Degree, Debbie developed her marketing expertise while working in the high-tech industry, the Consumer Marketing Department at Disneyland Paris in France, the non-profit arena, and the insurance industry. Eric: What personality traits are ideal for a marketing leader ?

Marketing 69

Marketing Real Estate B2C B2B 69

In the CEO Afterlife

OCTOBER 30, 2011

Leadership. by John • October 30, 2011 • Human Resources , Leadership , Marketing , Strategy • 4 Comments. In a strategy seminar I asked the leadership team to tell me what business they were in. Here’s how the Fortis B2B team define themselves: Natural gas is our business. Leadership.

Strategy 234

Strategy CEO Marketing Strategy Human Resources 234

HR Digest

NOVEMBER 18, 2021

Management Skills: Motivating, leadership, problem-solving, etc. B2B Marketing. Before we deep dive into some of the key skills to include on a resume, let’s first look at the several types of job skills : Basic Skills: Speaking, listening, readings, writing, etc. Six Sigma techniques. Porter’s Five Forces. Data analysis.

Skills 111

Skills Six Sigma Software CRM 111

Women on Business

JULY 27, 2012

In reviewing the pitches, I learned five most important points if you are not a marketing professional. B2B sales are the hardest thing to do because you are not just selling to one person; you’re selling to an organization. Always introduce yourself.

B2B 209

B2B Bottom-up Entrepreneur Reference 209

Mills Scofield

JUNE 3, 2014

The differences were more along traditional business characteristics: virtual vs. physical product or service, B2B vs. B2C, etc. The market has a way of taking care of that. Despite being in a commodity-driven market, it has experienced seven consecutive years of remarkable growth, even during the recession.

Business Model 175

Business Model Venture Capitalist B2C Entrepreneur 175

Harvard Business Review

AUGUST 5, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. The AIDA model and its variants are the basis for sales funnels at many B2B firms. Don’t believe the hype.

B2B 8

B2B AIDAS AIDA Disintermediation 8

N2Growth Blog

OCTOBER 25, 2010

Rankings, Lists and Recognitions The Power 150 – Top Marketing Blogs This list ranks the top 150 marketing blogs based on an algorithmic approach using Google page rank, Technorati rankings, Bloglines ranking and editorial quality. The N2growth Blog is pleased to announce its inclusion in the list.

Directory 170

Directory Blog Brand Magazine 170

Harvard Business Review

APRIL 19, 2018

In the past decade, content marketing has become a widely established practice. Companies have hired writers and Chief Content Officers to run departments, create blogs and other materials, and, in the process, some have assured sales people that content marketing can mean the end of cold calling. HBR Staff/Chris Minerva/Getty Images.

Content 12

Content Marketing Case Study B2B 12

Eric Jacobson

MARCH 18, 2013

Question : For readers who lead Business-To-Business (B2B) companies, my sense is that some will think this book is not for them because they don't deal with the consumer or aren't in retail. Arrogance + Ignorance = Irrelevance We live in a time when the line between B2B and B2C is eroding. What is B2B or B2C truly about any way?

B2B 55

B2B B2C Technology CRM 55

Mills Scofield

FEBRUARY 8, 2013

Just goes to show what great leadership can do! Often considered the “Mother of Cause Marketing”, Ms. Cone proclaimed in 2010 that “cause marketing as we know it is dead” “Slapping a ribbon” on a product, website, or advertisement was now perceived as inauthentic. Tony McClain, Client Partner.

Ryan 130

Ryan PR Project B2B 130

Strategy Driven

JULY 18, 2016

In the B2B market space all sales leaders face similar issues and these centre on sales productivity. Just believing and thinking in this way transforms culture, creates the right activity and focusses sales leadership on better forecasting and increased revenue. Salesforce Issues. About the Author.

Products 50

Products Productivity B2B Review 50

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. For example, when the Sacramento Kings took on new ownership, the basketball franchise’s sales leadership adopted social selling, which drove a shift in confidence, especially among its newer reps.

B2B 8

B2B CRM Franchising Media 8

Harvard Business Review

MARCH 22, 2017

What makes marketing creative? Is a creative marketer more artist or entrepreneur? Historically, the term “marketing creative” has been associated with the words and pictures that go into ad campaigns. But marketing, like other corporate functions, has become more complex and rigorous.

Creativity 14

Creativity Marketing Agility Budgeting 14

Harvard Business Review

AUGUST 10, 2018

Neustar’s MarketShare software makes it possible for customers to measure the effects of their marketing programs and compare them to other firms. At the same time that data mirrors and scoring have emerged in the corporate world, capital markets are becoming increasingly interested in the analysis of alternative data sets.

Benchmarking 8

Benchmarking Software B2B GAAP 8

ExactHire - Leadership

APRIL 23, 2021

A marketing professional or content writer can craft a job description that is both SEO optimized and compelling for applicants. Java-Script Computer Programmer” or “B2B Content Creator” act as longtail keywords. Ideally, several stakeholders should be involved in crafting job ads. Best practices for Writing Job Descriptions.

How To 59

How To Travel Engineering B2B 59

Harvard Business Review

JANUARY 7, 2016

The use of content marketing has grown exponentially in recent years, and in 2015, Content Marketing Institute found that 88% of B2B marketers are now using content marketing. They help your marketing team craft content that builds your brand, engages your audience, and nurtures sales leads.

Content 8

Content Marketing B2B Audience 8

Strategy Driven

JUNE 9, 2014

The internet and its immediate access to any information – including one’s reputation – the economy, Google and online searchability in general, social media, smart phones, one-click buying, Amazon feedback and other ratings sites, and smarter customers and consumers both B2B and B2C. The NEW big picture of selling is quite simple.

Customer Loyalty 63

Customer Loyalty B2C Reputation CRM 63

Harvard Business Review

SEPTEMBER 19, 2016

Over the past 18 months, Sergey’s experience has been echoed in offices in Ukraine, South Africa, Turkey, Brazil, and many other emerging markets that have faced substantial currency depreciation due to the drop in commodity prices and the flow of capital to the U.S. Normally, MNCs raise prices in the emerging market, (e.g.,

Price 8

Price Globalization Depreciation Marketing 8

Rapid BI

NOVEMBER 7, 2012

Change required for HR, Recruitment and people leadership. They know it’s a tough market and do not blame the employer for not being given the post, but they do hold the company accountable for the way they were treated throughout the process. For those of us in b2b and thing this analogy is irrelevant – think again.

B2B 49

B2B Competitive Advantage Trends Learning-by-Doing 49

Harvard Business Review

MAY 12, 2015

That’s why CMOs need to develop four types of leadership, which are based loosely on Gartner’s Intelligent Brand Framework. The idea is to identify your power center — which one best represents your natural capabilities — and develop skills to flex across these leadership styles. It resonated.

Leadership Styles 8

Leadership Styles Leadership Brand Audience 8

Strategy Driven

OCTOBER 8, 2012

Jeffrey, I am a marketing and sales rep for a company that sells emergency cleanup services. Jeffrey, My company helps small B2B businesses plan a video strategy and develop web series and webinars to tighten their bond with their customers. What’s your proactive marketing approach to loyalty? Best Regards, Jeffrey.

Video 50

Video Objective Loyalty B2B 50

Harvard Business Review

DECEMBER 14, 2018

As a result, many B2B companies remain stuck in a stalemate. Microsoft was able to do so largely due to its monopolization of the desktop operating system market. market for personal computers. Digital represents a significant opportunity for many B2B companies, but also risk. Minimize Pain.

Strategy 11

Strategy B2B Insurance Business Model 11

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. We then correlated it against 18 months of VoloMetrix-created People Analytics key performance indicators.

Succession 20

Succession B2B Metrics Uncertainty 20

Harvard Business Review

APRIL 4, 2016

And while two years of shrinking GDP growth , sanctions , and a volatile ruble have led some companies like GM to leave the market, there has not been a large-scale exodus of MNCs from Russia. For multinational firms, Russia’s attractiveness lies primarily in the size and sophistication of its market.

Depreciation 8

Depreciation B2B Price Crisis 8

Harvard Business Review

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time. Yet the payoff is huge.

B2B 15

B2B Chemicals Analysis B2C 15

Harvard Business Review

MAY 18, 2018

Market leadership requires companies to create distinctive insight about the consumers they serve, insight drawn from data that only consumers themselves can provide. How B2B Companies Can Grow with Ecosystem Orchestration. These seven transformative characteristics are essential in three main areas of an operating model.

Strategy 8

Strategy Content Business Model Retail 8

Harvard Business Review

FEBRUARY 7, 2014

But with most B2B and B2C organizations using virtually the same branding tools, they’re arguably seeing less advantage as a result of their efforts — if they’re realizing any advantage at all. They then created an audio DNA with the goal of communicating their leadership along with the comfort and caring that distinguished the brand.

Brand 10

Brand Advertising B2C B2B 10

Harvard Business Review

APRIL 18, 2011

The role exists in B2B and B2C firms as diverse as Allstate, Dunkin' Brands, USAA, Philips Electronics, FedEx, the Cleveland Clinic, and SAP. A third of the CCOs previously held Division President or GM roles, and almost as many worked in a marketing and/or sales position. Senior leaders are in a new position. Consider one example.

B2C 15

B2C B2B Forrester Budgeting 15

Harvard Business Review

JULY 25, 2012

The result was a 15% increase in new revenue, and a leadership position in a new market segment. These employees are willing to use deep experience in a particular sector to discern and shape opportunities within their social networks and regional markets. Of this 1% we were rewarded one in four projects," reports the executive.

Products 15

Products Productivity Market Segmentation Sample 15

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. Many companies in my experience have a similar disconnect between their intended market or customer type and their actual client base. There’s a reason you chose those target markets or customer types.

Strategy 8

Strategy Execution How To CRM 8

Harvard Business Review

APRIL 4, 2014

for 10+ years; deployment of design as an integrated function across the entire enterprise; evidence that design investments and influence are increasing; clear reporting structure and operating model for design; experienced design executives at the helm directing design activities; and tangible senior leadership-level commitment for design.

Venture Capitalist 8

Venture Capitalist Fashion B2B Hedge 8

Harvard Business Review

MAY 4, 2016

Let’s look at how to do this by analyzing the resume and LinkedIn profile of a startup marketing executive. Here’s one of his bullet points: “Multi-year brand awareness-building and marketing campaigns contributed to 23X customer acquisition and >90% YOY customer retention.” ” Résumé Story.

Brand 8

Brand Press Release Marketing B2B 8

Harvard Business Review

SEPTEMBER 22, 2011

Bain research shows that leading companies can achieve 60% or better response rates in B2B companies and 30% or more in most B2C situations. Your CFO and finance team can take a leadership role here. On the macro level, you can estimate the value of achieving customer loyalty leadership in terms of market share gains or revenue growth.

Incentives 12

Incentives Sample Customer Loyalty Metrics 12