Upland

NOVEMBER 28, 2021

Companies primarily focused on delivering targeted sales references during sales cycles should consider a lightweight reference app that’s explicitly built for B2B sellers. Despite how widespread the problem of finding sales references is, there are shockingly few solutions built specifically to meet the reference needs of B2B sellers.

B2B 195

B2B Sales CRM Organization 195

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 Sales Stakeholders Account Growth 52

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 Sales Leadership Key Account Management Account Management 243

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 100

eCommerce B2B B2C Decision-making 100

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

Customer Think

AUGUST 9, 2023

Where B2C goes, B2B follows. There’s an old adage in customer experience. But, the distinction between the two is fading. CX is everywhere. Expectations are set by the best experience on offer – inside and outside of the workplace – in Europe, in Asia, and across the globe. Businesses want a seamless CX just as […]

B2B 98

B2B B2C Customer Experience Leadership 98

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 111

B2B Sales Decision-making Meetings 111

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

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

JULY 29, 2023

The B2B customer base has shifted dramatically in just a few short years. While brand loyalty and high switching costs used to be reliable drivers of B2B customer retention, it doesn’t hold the same weight for today’s generation of tech-savvy, agile customers.

B2B 98

B2B Supply Chain Organization 98

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 105

B2B Sales Artificial Intelligence Decision-making 105

Help Scout

AUGUST 22, 2023

B2B customer service has some challenges that B2C customer service doesn’t. Learn what B2B customer service is and 6 ways to excel at it. Read the full article

B2B 75

B2B B2C 75

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

RAIN Group

MARCH 8, 2023

Sales leaders with a finger on the pulse of B2B sales know that marked change is underway. For their new report, Future of B2B Sales: The Big Reframe , authors at McKinsey & Company spoke to more than 50 heads of sales across a range of industries and geographies to better understand the shift in the B2B sales environment.

B2B 111

B2B Sales Sales Environment 111

Customer Think

SEPTEMBER 14, 2023

(This month’s Research Round-Up features a research-based white paper by Winterberry Group that addresses the current state and future direction of B2B marketing and a wide-ranging research report by Livestorm, mention, and Jotform that is based on a global survey of marketers.)

B2B 64

B2B Marketing Digitalization 64

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

Customer Think

JULY 11, 2023

(This month's Research Round-Up features three studies that look at the state of B2B marketing budgets and marketer attitudes, the state of online B2B buying, and what influences B2B buying decisions.) The State of B2B Marketing Budgets (2023 Edition).

B2B 45

B2B Marketing Digitalization 45

Customer Think

OCTOBER 6, 2021

B2B CEOs, boards, investors and senior leadership teams typically squander tremendous earnings and growth opportunities by putting the cart before the horse in their views of customer experience-driven growth. This may be more prevalent among newer companies, but it’s generally universal.

Customer Experience 137

Customer Experience B2B Investors Leadership 137

SuperOffice

JULY 5, 2022

B2B marketing is simple: Attract new customers and keep existing customers. The B2B buyer has changed. B2B buyers are: Thorough (67% of the buyer’s journey is now done digitally). Tough negotiators (B2B buyers refuse four offers before accepting the best one). And that’s where modern day B2B marketing begins.

B2B 129

B2B Marketing CRM Acquisition 129

Customer Think

SEPTEMBER 13, 2021

But in this context, it’s more about discovery FOR the sales rep, NOT B2B buyers.One of the problems marketing and sales have as B2B buyers’ roles shift is that they start too late. Discovery is most often considered a function performed by sales reps.

B2B 133

B2B Sales Marketing Digitalization 133

Customer Think

JUNE 3, 2023

B2B buying is increasingly taking place online with 68% of B2B buyers saying they plan to increase their use of digital shopping channels in the future. As purchasing preferences and options continue to evolve, businesses must prioritize delivering exceptional customer experiences to foster loyalty and stay competitive.

B2B 59

B2B Digitalization Prioritization Customer Experience 59

SBI Growth

DECEMBER 22, 2021

was invested in sales software companies in just the first months of 2021, and from 2020 to late 2021, the number of sales software solutions available to B2B sales organizations increased from 976 to nearly 1200. Specifically, Smart Selling Tools cites that $1.5B

B2B 139

B2B Digital Transformation Sales Technology Sales 139

Hubspot Sales

AUGUST 23, 2023

Crafting the perfect B2B cold sales email is both an art and a science. Cold Sales Email Templates for B2B Here are cold email templates that you can use to create emails your prospects will want to open. B2B Email Template to Build Rapport Hi [First Name], Just left a quick message at the office for you.

B2B 72

B2B Sales Decision-making Meetings 72

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.

Sales 257

Sales B2B Decision-making Sales Training 257

Customer Think

DECEMBER 24, 2021

B2B marketers need to rethink digital-first strategies to better. TweetLinkedInShareEmail What trends will dominate the demand generation landscape in 2022? We asked the experts at Spear Marketing Group to chime in: “Digital fatigue is real.

B2B 130

B2B Digitalization Marketing 130

Customer Think

MAY 19, 2023

Most B2B buyers that are part of these generations are accustomed to frictionless shopping experiences and expect the same service levels when making B2B purchases. Subsequently, B2B companies are tapping into […]

B2B 97

B2B B2C eCommerce Digitalization 97

Customer Think

APRIL 26, 2023

Earlier this month, I published an article discussing the importance of the 95:5 rule for B2B marketing. This rule states that up to 95% of business buyers are not in the market for many goods and services at any given time. The 95:5 rule isn't meant.

B2B 80

B2B Marketing Publishing Digitalization 80

Customer Think

AUGUST 18, 2023

Original article: [link] Anywhere, everywhere, all at once – integrating technology in B2B omnichannel design Integrating touchpoint technologies is a strategic imperative as we all know to create the types of omnichannel experiences that business buyers experience when they purchase something from a consumer brand.

B2B 52

B2B 52

Customer Think

JANUARY 16, 2022

By Matt Heinz, President of Heinz Marketing If you missed my LinkedIn series last month, here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. In Summary: Change.

B2B 135

B2B Marketing Sales Digitalization 135

Customer Think

FEBRUARY 21, 2023

As the business landscape transforms, so too must the marketing strategies of B2B companies. To stay ahead of the game, B2B companies must consider a fifth P: payments. The four traditional Ps of marketing – product, price, promotion, and place – are no longer enough in today’s digital landscape.

B2B 69

B2B B2C Digitalization Marketing 69