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 […]

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Customer Experience B2B 94

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.

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B2B Sales Organization Leadership 112

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.

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B2B Key Account Management Sales Leadership Leadership 243

Customer Think

JUNE 22, 2024

This is evident as the growth of “no decision” is surpassing that of won deals in B2B. The B2B buying process takes 6 months to 8 months—or longer, depending on complexity of solution. Complexity, overwhelm, lack of confidence, and perceptions of risk lengthen the buying process. Or stall it indefinitely.

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B2B Digitalization Marketing 80

QYMATIX

JULY 15, 2024

Let’s take a closer look at these aspects: Processes, tools and data in modern B2B specialised wholesale. The importance of efficient Processes in B2B Wholesale Efficient processes are the backbone of every successful wholesale company. I WANT PREDICTIVE ANALYTICS FOR B2B SALES. Get in touch with us.

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B2B Supply Chain Decision-making Digital Transformation 52

SBI Growth

JUNE 24, 2024

This blog will explore how prospecting has changed and provide best practices for creating successful B2B prospecting sequences. Today, a multi-channel approach is essential to engaging prospects effectively.

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B2B Sales 62

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.

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B2B Software Software Digitalization 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.

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B2B Decision-making Sales Stakeholders 243

Customer Think

JULY 6, 2024

In the dynamic world of B2B marketing, omnichannel strategies are no longer a luxury but a necessity for truly engaging buyers. With an ever-expanding array of digital options at our fingertips, the real challenge lies in weaving these elements into cohesive campaigns that captivate rather than overwhelm.

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B2B Marketing Digitalization 69

QYMATIX

MAY 27, 2024

B2B wholesalers in many sectors, such as electrical wholesalers, industrial supplies and component retailers, now benefit from modern predictive sales software. The B2B wholesale market is a fast-moving market characterised by intense competition and constant change. Challenges in B2B wholesale We could sing a long song together here.

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B2B Artificial Intelligence Manufacturing Profitability 52

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.

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B2B Media Sales 101

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 […]

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B2B Marketing Business Growth Digitalization 69

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:

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B2B Facilitation Sales Organization 82

Customer Think

MAY 2, 2024

The business-to-business (B2B) revenue landscape has significantly transformed over the past two decades. Here’s How to Excel in Today’s B2B Revenue Ecosystem: 1. Old playbooks no longer suffice; we require dynamic strategies that merge hyper-automation, personalization, AI, and digital scalability.

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B2B Digitalization Marketing 64

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.

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B2B Marketing 118

Customer Think

MAY 8, 2024

Many B2B company leaders now expect marketing to drive revenue growth, and B2B marketing has evolved in response to this expectation. But has it changed enough to meet the revenue growth mandate? Data from “The CMO Survey” suggest that more change may be needed.

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B2B Marketing Meetings Digitalization 72

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.

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B2B Sales Organization 111

QYMATIX

APRIL 29, 2024

The Dance of Expectations and Realities when Implementing AI in B2B Sales. In the sprawling landscape of B2B sales, where specialist wholesalers in Germany grapple with the dual pressures of an ever-evolving e-commerce market and the need for nuanced pricing strategies, the spotlight is now firmly on Artificial Intelligence (AI).

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Sales Outcomes

JULY 9, 2024

An experienced B2B salesperson will tell you that the sales cycle is a critical factor to success. So, how do you shorten the B2B sales cycle? For more B2B Sales Tips, Click Here to Subscribe to Two-Bullet-Tuesday So read on only if you want to close deals faster! Self-assess your prospect or deal on a scale of 1 to 10.

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B2B Value Proposition Suppliers Sales 52

Customer Think

JULY 2, 2024

In the dynamic world of B2B marketing, creating compelling content that drives engagement and conversions is crucial. Two highly effective content types in this arena are case studies and whitepapers.

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B2B Marketing Digitalization 64

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.

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B2B Marketing Sales Digitalization 119

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.

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B2B Decision-making Sales Marketing 116

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.

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B2B Sales Environment Sales Onboarding 114

SBI Growth

JUNE 6, 2024

However, based on our findings, many companies are also concerned about the changing state of B2B buying ­– buyers today are increasingly unfamiliar with their processes, slowing down deals and delaying decision-making. For commercial leaders looking to make the most of 2024, Q2 seems to be the perfect time to accelerate growth.

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B2B Decision-making Leadership 71

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.

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eCommerce B2B B2C Retail 103

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.

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B2B Interpersonal Skills Value Proposition Negotiation 52

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.

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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 […]

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B2B Publishing Marketing Digitalization 72

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.

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B2B Marketing Digitalization 122

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.

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B2B Artificial Intelligence Suppliers e-Learning 52