Strategic Account Management Association

AUGUST 18, 2022

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it. How do you take care of your most important customers?

Account Management 520

Account Management Management Sales Leadership Leadership 520

Hubspot Sales

JULY 31, 2024

But over the past several years, digital checkout for B2B has seen an explosion in growth. In late 2021, a Gartner study revealed that 83% of B2B buyers prefer placing orders or paying for goods through digital channels. A great B2B checkout experience can drive up lifetime value and retention, leading to substantial growth.

B2B 118

B2B B2C Digitalization e-Learning 118

Mike Kunkle

FEBRUARY 5, 2023

The post The Perplexing Power of Process & Methodology in Complex B2B Sales appeared first on MikeKunkle.com. His book, The Building Blocks of Sales Enablement , is available on Amazon and he collaborated with Felix Krueger to launch The Building Blocks of Sales Enablement Learning Experience.

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

APRIL 6, 2023

If you’re a B2B company, ecommerce is a necessity for your business. As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. This trend is not just for B2C brands — it also applies to B2B ecommerce.

eCommerce 130

eCommerce B2B B2C Retail 130

RAIN Group

NOVEMBER 9, 2022

In many ways, the fundamental challenges of selling remain the same for the modern B2B sales funnel. Even then, the Armours, Swifts, and Morrises of the world were tinkering with the best strategies for selling their products to other businesses.

B2B 140

B2B Sales 140

Customer Think

APRIL 10, 2024

The lead generation experts at NetLine just released their “2024 State of B2B Content Consumption & Demand Report,” a meaty 38-page guide based on data from more than 6 million content registrations.

B2B 119

B2B Marketing Digitalization 119

Strategic Account Management Association

FEBRUARY 2, 2021

According to research we conducted during the second half of 2020 (involving salespeople and sales executives at more than 100 B2B companies), just 31 percent of respondents said they expect to return to pre-pandemic levels of in-person sales activities ( Figure1 ).

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Customer Think

FEBRUARY 25, 2023

Here’s a round-up of new ideas and trends I’m seeing in B2B marketing, to help us plan for 2023. Marketing spend trends for 2023. The Winterberry Group has recently released its annual projections on marketing spend, and I am happy to say that t.

B2B 122

B2B Marketing Digitalization 122

Holden Advisors

SEPTEMBER 21, 2021

In fact, 74% of B2B buyers do most of their research, online or by consulting internal experts, before engaging with vendors. In a review of 50,000 B2B sales calls, tech company Gong.io Your SAMs are probably most comfortable when explaining the key features of your offerings and how your solution stands out from the competition.

Decision-making 435

Decision-making B2B Profitability Account Management 435

SBI Growth

FEBRUARY 5, 2024

To help marketing leaders maintain their competitive advantage in 2024, SBI has compiled 10 key predictions for what B2B marketing will look like in the year ahead. The marketing landscape is ever evolving, and it could take market leaders considerable effort to keep up with every shift and development.

B2B 118

B2B Marketing 118

Customer Think

DECEMBER 4, 2022

Business-to-business (B2B) sales prospecting is a process that requires a lot of time, effort, and energy. You are constantly trying to find new leads and reach out to them in the hopes of converting them into customers. And even when you do manage to get in touch with a potential customer, there is no guarantee […].

B2B 125

B2B Sales Management Digitalization 125

Hubspot Sales

JUNE 15, 2023

In this post, learn more about how B2B salespeople leverage AI, and how you can adopt it into your processes. Table of Contents How do B2B salespeople feel about AI? Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI?

B2B 124

B2B Artificial Intelligence Decision-making Value Proposition 124

Revegy

NOVEMBER 28, 2023

The B2B enterprise landscape has undergone a significant transformation over the years, with organizations placing a heightened emphasis on their customers. The digital […] The post B2B Enterprises and the Rise of Customer-Centricity Software appeared first on Revegy.

B2B 108

B2B Software Software Digitalization 108

Customer Think

JULY 9, 2024

In the ever-evolving landscape of B2B marketing, analytics play a crucial role in understanding customer behavior, optimizing campaigns, and driving business growth. Here, we explore the top five challenges B2B marketers face with analytics and provide actionable solutions, expert tips, and real-world examples to help […]

B2B 111

B2B Marketing Business Growth Digitalization 111

Customer Think

OCTOBER 9, 2023

B2B companies’ approach each of these as if each needs its own strategy implemented separately, with different teams carrying the responsibility for each function. There’s a lot of talk about the differences between demand creation (marketing), demand capture (sales), and brand (marketing). Quite often these teams work in silos.

B2B 119

B2B Marketing Sales Digitalization 119

Strategic Communications

JULY 22, 2024

Popular wisdom has it that people like to read stories and that storytelling is a very important skill for content marketers to have—even if they work in the B2B realm. I probably was also one of those who was skeptical about the need for storytelling in a B2B environment. But what if your content team is hesitant about storytelling?

B2B 105

B2B B2C Communication Advertising 105

Customer Think

APRIL 13, 2023

With the average B2B purchasing journey taking approximately 350 days, it’s no wonder it is synonymous with being both long and laborious. B2B buyers generally […] But it doesn’t need to be.

B2B 115

B2B Digitalization Marketing 115

Customer Think

APRIL 30, 2024

I was on my second call of the week with an executive interested in a B2B customer experience map. This senior exec had a mid-size B2B company and wanted to improve its customer experience. When I sat down to write this, I was reminded of an experience I had. After discussing his objectives, we discovered his […]

Customer Experience 94

Customer Experience B2B 94

The Center for Sales Strategy

AUGUST 7, 2023

In today's competitive B2B sales environment, it's more important than ever to have a strong sales team that can close deals quickly. Here are 10 strategies for getting B2B salespeople up and running quickly. But hiring and training new salespeople can be a costly and time-consuming process.

B2B 110

B2B Sales Environment Sales Onboarding 110

The Center for Sales Strategy

FEBRUARY 21, 2024

It's a common complaint from B2B sales reps nowadays. "I spend all day making cold calls, and I'm getting very little to show for my efforts. Getting the first appointment is harder than ever. If I could just get my foot in the door." Traditional prospecting approaches like cold calling have become less and less effective over the years.

B2B 113

B2B Decision-making Sales Marketing 113

The Center for Sales Strategy

JUNE 4, 2024

As a B2B senior sales leader, you know the pressure of driving consistent growth. But what happens when your once-thriving sales organization stalls? Stagnant sales pipelines and flat revenue can be a symptom of deeper issues.

B2B 109

B2B Sales Organization Leadership 109

Customer Think

AUGUST 30, 2023

Our focus in B2B is on how we design experiences that plug into positive emotions to build credibility, trust, loyalty and high lifetime value. We’ve known for years that emotion has an out-sized influence on buying decisions and customer relationships. It’s storytelling that brings out the emotions that motivates a customer.

B2B 123

B2B Customer Experience 123

The Center for Sales Strategy

MARCH 28, 2024

When it comes to B2B lead generation, leveraging the right platforms is a practical step for growth. Among the myriad of available options, LinkedIn stands out as a powerhouse for connecting businesses with ideal prospects.

B2B 100

B2B Media Sales 100

Holden Advisors

FEBRUARY 8, 2022

In the B2B arena, however, value has a tighter definition. I’d submit that all B2B value is contained in three areas: Increasing revenue. In other words, it’s not only about the experience you provide, it’s about the value you provide. Decreasing expenses. Minimizing risks. Think about where you truly add value to your customers.

Customer Experience 312

Customer Experience B2C Publishing B2B 312

Mike Kunkle

APRIL 8, 2023

Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) The post How to Radically Improve Your B2B Sales Win Rates appeared first on MikeKunkle.com.

B2B 130

B2B Sales Decision-making Stakeholders 130

Force Management

OCTOBER 31, 2024

Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.

B2B 100

B2B Marketing Organization Customer Success 100

Account Manager Tips

SEPTEMBER 11, 2022

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for September 2022. Table of Contents.

B2B 130

B2B Interpersonal Skills Key Account Management Government 130

Holden Advisors

NOVEMBER 3, 2021

When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Some time ago, Holden Advisors assisted a company that sold construction dirt by helping them better define their value. Think about it.

Procurement 369

Procurement Finance Construction Government 369

Mike Kunkle

OCTOBER 2, 2022

” What is Modern, Professional B2B Selling All About? In contrast, modern, professional, B2B selling should be about finding people who have problems you can solve or opportunities you can enable, who have the ability and intent to address these challenges or opportunities, to help them get the results they want. (Or,

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Force Management

MAY 16, 2024

In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:

B2B 83

B2B Facilitation Sales Organization 83