Customer Think

MAY 14, 2024

(This Research Round-Up discusses the 2024 B2B content consumption report from NetLine Corporation. Source: NetLine Corporation Virtually all B2B companies are now using content marketing in several forms, and therefore understanding how business […]

B2B 67

B2B Publishing Marketing Digitalization 67

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 99

B2B Media Sales 99

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Every month inside The KAM Club , members vote for a book of the month.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

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

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

DemandFarm

MAY 9, 2024

Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth.

B2B 52

B2B Organization Key Account Management Acquisition 52

The Center for Sales Strategy

JUNE 6, 2023

In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.

B2B 108

B2B Sales Organization 108

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 211

B2B Decision-making Sales Stakeholders 211

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

QYMATIX

APRIL 1, 2024

B2B Sales is changing because buyers are changing – mainly in the way they buy. Companies in B2B distribution are particularly affected by the changes in customer behaviour and their competitive environment. Fact 1: In China, the B2B e-commerce transaction volume amounted to 2.16 trillion Euros in B2B (5.71 trillion yuan.

B2B 52

B2B Retail Manufacturing Internet 52

QYMATIX

APRIL 1, 2024

B2B Sales is changing because buyers are changing – mainly in the way they buy. Companies in B2B distribution are particularly affected by the changes in customer behaviour and their competitive environment. Fact 1: In China, the B2B e-commerce transaction volume amounted to 2.16 trillion Euros in B2B (5.71 trillion yuan.

B2B 52

B2B Retail Manufacturing Internet 52

Arpedio

DECEMBER 19, 2023

One of the most critical types of transactions is business-to-business (B2B) sales. B2B sales refer to the selling of goods or services from one company to another. In this section, we will explore the concept of B2B sales and discuss its significance in driving corporate growth.

B2B 52

B2B Interpersonal Skills Value Proposition Negotiation 52

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 106

eCommerce B2B B2C Retail 106

SBI Growth

MARCH 29, 2024

The marketing engine is a crucial part of a B2B organization’s branding and pipeline. While CMOs invest heavily into enhancing the customer experience and moving prospects down the funnel, their spending is often scrutinized by other functions, questioning marketing’s contribution to the company’s revenue.

B2B 71

B2B Marketing Customer Experience 71

QYMATIX

APRIL 8, 2024

B2B wholesalers face the challenge of keeping up with current market dynamics and acting with foresight. Distinguishing Between Predictive Analytics and Data Mining: It is essential to differentiate between the two terms to fully understand the role of predictive analytics and ERP data mining in B2B wholesale distribution.

B2B 52

B2B Supply Chain Sales Analytics Customer Experience 52

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 113

B2B Sales Environment Sales Onboarding 113

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 114

B2B Marketing Sales Digitalization 114

QYMATIX

NOVEMBER 13, 2023

Across B2B wholesale future trends 2024, you’ll see a few key themes: technology, personalisation and change. Some are accelerations of global movements, while others are specific to the B2B space. Adopting e-commerce & mobile interfaces This is all about making the buying experience more intuitive for B2B customers.

B2B 52

B2B Artificial Intelligence Suppliers e-Learning 52

Customer Think

MARCH 15, 2024

What does it mean to B2B buyers? It’s become a buzzword of little…value. Often, companies think of value in relation to their business — more so than for their customers. They think it lives within the features of their products. As marketers, we’re told our content and buyer experiences must deliver value.

B2B 81

B2B Marketing Digitalization 81

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

Arpedio

MARCH 18, 2024

In the competitive world of B2B sales, leveraging precise and sophisticated sales strategies is not just an option but a necessity for success. As we delve deeper, let us unfold the multiple layers of account mapping and its pivotal role in sculpting success in B2B sales.

B2B 52

B2B Stakeholders Sales Decision-making 52

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 117

B2B Marketing Digitalization 117

Account Manager Tips

AUGUST 6, 2023

Learn the top 5 sales collateral items every B2B seller needs to effectively engage modern buyers.

B2B 100

B2B Sales Account Growth 100

Customer Think

OCTOBER 27, 2021

Every year, Content Marketing Institute and Marketing Profs release their latest B2B marketing research. This year the report includes a chart of current B2B content marketing challenges. A few of them surprised me as I thought (or hoped) we had beaten.

B2B 143

B2B Marketing Digitalization 143

Luminas Strategy

OCTOBER 16, 2023

Accelerated organic growth. __ (original post written by VP, Group Director Srividya Sridharan and appears on Forbes.com) B2B companies won’t win — today or in the future — with outdated short-term strategies. B2B buying motions are becoming too difficult to predict, with longer sales cycles. The result? Don’t despair.

B2B 52

B2B Value Proposition Profitability Suppliers 52

Maximize Business Marketing

NOVEMBER 29, 2023

The post 14 Questions for B2B Client Retention appeared first on Maximize Business Marketing. Related posts: Are you ignoring your B2B clients? In B2B Sales: Your Client’s COI (Cost of Inaction) = Your Value Proposition 3 Fatal Mistakes B2B Companies Make With Their Clients

B2B 52

B2B Value Proposition Marketing Sales 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. These statements might hide a profound truth, nevertheless.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. These statements might hide a profound truth, nevertheless.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

RAIN Group

FEBRUARY 22, 2023

The world of B2B selling looks far different than it once did. According to Gartner , as many as ten decision makers might make up a B2B buying center. According to Gartner , as many as ten decision makers might make up a B2B buying center. Long story short: complexity is a hallmark of B2B sales.

B2B 109

B2B Decision-making Sales Meetings 109

Revegy

JULY 21, 2023

B2B enterprise sales usually take six months or more, as they involve multiple stakeholders and big money—just some of the challenges sales teams face in the enterprise space. Selling to enterprises requires a strategic and focused approach beyond traditional SMB tactics.

B2B 52

B2B Stakeholders Sales Account Growth 52