B2B Book Club Selection (August 2022)

Account Manager Tips

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. B2B Book Reviews

205
205

B2B Book Club Selection (September 2022)

Account Manager Tips

B2B Book Reviews books business strategyListen 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.

130
130
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

B2B Book Club Selection (July 2022)

Account Manager Tips

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. B2B Book Reviews

130
130

The Key Account Strategy Template for B2B Businesses

Kapta

As you try to implement team-wide processes, individuals may have routines or procedures that are more geared toward B2C account management rather than B2B account management.

218
218

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

B2B Digital Transformation in Sales: Facts & Trends

QYMATIX

Facts and trends about the B2B digital transformation. Predictive analytics is becoming increasingly popular in B2B sales. It helps B2B sales teams to become more efficient, sell more and prioritise customers and leads. This technological shift is happening when B2B customers are also modifying their buying behaviour and adapting to B2C practices. The buying decision is already taken, when the B2B buyer contacts sales. The B2B Race Has Already Started!

40

What Every B2B CMO Should Know Today

SBI Growth

With executives facing the same challenges and experiences, and in this unique time, on a level playing field. Clarity is needed for the C-Suite in terms of Marketing. Many CEOs have placed digital investments on the back burner and now.

110
110

Do B2B Better Excerpt #2: Nancy Flowers

Customer Think

In my new book, Do B2B Better, which comes out next month on CX Day, I provide deep dives into numerous real-. As I mentioned in my last post, being a Change Maker requires a different way of thinking, so it’s helpful to have guides to show you the way.

73

Do B2B Better Excerpt #1: Roxie Strohmenger

Customer Think

In my new book, Do B2B Better, which comes out next month on CX Day, I provide deep dives into numerous real-world customer experience progra. Being a Change Maker requires a different way of thinking, so it’s helpful to have guides to show you the way.

81

Building a B2B SalesTech Stack for Growth

SBI Growth

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.

113
113

Big B2B Marketing Ideas

Customer Think

I recently had the pleasure of attending two B2B marketing events back-to-back. In-person conferences are back! Both were hybrid, which is clearly the new standard for business events. But there’s nothing like being there. I was. Blog Digital Marketing

62

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

5 Key Elements of a Compelling B2B Buyer-Driven Experience

Customer Think

B2B buyers are frustrated, overwhelmed, and disappointed with their buying experiences. B2B companies think they’re customer-centric, but that’s not what buyers perceive.

107
107

The many colours of B2B sales performance

KAM With Passion

Because in B2B sales the average win rate of offers is less than 50% and because the #1 competitor to any B2B sales person is the status quo which leads to no purchase and wasted time for all involved parties. Because, on average, in B2B, 70% of turnover comes from existing customers.

130
130

Is Dynamic Pricing in B2B Wholesale Financeable?

QYMATIX

Optimizing pricing in B2B wholesale is a big topic. In the meantime, dynamic pricing has also arrived in the B2B business. What Does Dynamic Pricing Mean in B2B? The Old Way – Traditional Pricing in the B2B Business Sector. Some B2B wholesale companies find it difficult to accept automated pricing recommendations. This is because B2B distributors are very attached to traditional pricing methods. How do large B2B retailers use this?

40

Customer Experience Growth Mindset for B2B Executives

Customer Think

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.

99

Five things to look for in a B2B sales reference app

Upland

Companies primarily focused on delivering targeted sales references during sales cycles should consider a lightweight reference app that’s explicitly built for B2B sellers. B2B sellers face unique challenges. A reference application designed for B2B sellers.

195
195

4 Data-Driven Steps To Drive Successful B2B Demand Generation

Fact: Good data lives at the core of every successful B2B demand generation strategy. Without quality data, it’s nearly impossible to identify and segment your target audience and create messaging that speaks to their values and interests. Whether you’re stepping into a new position or you’re new to demand generation, learning the tricks of the trade can be, well, tricky. In this eBook, you’ll discover how to improve your demand generation program—and your bottom line.

How to Build Momentum with B2B Buyer-Driven Experiences

Customer Think

The mandate for B2B marketers is to successfully deliver buyer-driven experiences (BDXs) as self-service encounters. The research and sentiment are clear: your B2B buyers prefer to drive without you along for most of the ride.

92

The Core 10 KPIs for Accelerating B2B Growth

SBI Growth

“What is the standard, and what is everybody else doing?” ” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.

111
111

B2B Nurturing for Lost Opportunities

Customer Think

I recently wrote about B2B nurturing for net new vs. existing customers. Why did you lose that opportunity?Better Better yet, how might you resurrect buying intent? But what about lost opportunities? Most companies tend to either write them off or recycle the. Blog Digital Marketing

84

How Are B2B Customers Different from Their B2C Counterparts?

Aepiphanni

For example, B2B businesses (business-to-business) serve other businesses, and those businesses being served are the actual customers (although they are entities comprised of multiple individuals). […]. Business Development B2B B2C Business clientele consumers customer needs customers

52

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Why Your B2B Brand Matters

SBI Growth

With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Marketing Strategy Video 360-degree brand b2b brand b2b marketing brand brand audit brand experience CMO lifesize tiffany nelsOur guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. Tiffany played a major role in the successful demand generation.

82

Current B2B Content Marketing Challenges to Beat

Customer Think

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.

107
107

3 Shifts B2B Sellers Need to Make to Modernize Their Selling

Drift

Drift Drift Blog B2B sales SalesRemember when sales meant hopping into a car and driving for hours to knock on doors or sit in lobbies until someone agreed to meet you? Maybe a good fit, maybe not. Maybe you got the timing right, maybe you didn’t.

62

How B2B Voice of the Customer Maturity Drives Growth

Customer Think

B2B voice of customer maturity is not about scores, real-time feedback, response rates, listening posts, benchmarks, or comparisons to B2C trends. So, what does it mean? Let’s look at a sports analogy for enlightenment.

108
108

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

6 B2B Demand Generation Trends to Watch

Customer Think

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.

101
101

B2B Pricing in a Changed Economic Environment

Blue Canyon Partners

In many B2B markets that have faced demand shocks, supply shocks, or both, significant price shifts have been observed. The post B2B Pricing in a Changed Economic Environment appeared first on Blue Canyon Partners. Price Volatility – Supply Shocks and Demand Shocks.

52

What the Data Says About B2B Account Planning

ProlifIQ

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies. B2B account planning makes that process much easier.

83

Supercharge B2B Email Marketing

Sales Outcomes

B2B email marketing opens, clicks and click-through rates are down, and marketers ask themselves, “Is anybody there?” ” Email marketing is a powerful tool for B2B companies. For more Insights on B2B Email Marketing, Click Here to Subscribe to Two-Bullet-Tuesday.

52

5 Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

Critical characteristics of B2B eCommerce selling

Crank Wheel

This post describes the unique characteristics of B2B eCommerce and some common misconceptions that can confuse and drive B2B companies off track in their digital transformation strategies

52

2022 Midpoint: Solving the Top 5 B2B Sales Challenges

Insightly

That’s especially true in the world of B2B sales, where deals have traditionally closed over meetings, handshakes, and other face-to-face interactions. . As Baby Boomers vacate long-held leadership roles, a new and different cohort is taking control of B2B buying decisions.

83

Necessary Evil: B2B Digital Planning

SBI Growth

Look across your digital tactics and channels…do your buyers go there? Is their engagement worth the challenges involved in creating these? How do you know? Let’s first define Digital Planning (or Digital Marketing) – Leveraging digital channels to reach customers and.

78

Create an Inspiring B2B Brand

SBI Growth

Marketing Strategy Video 360-degree brand b2b brand b2b marketing brand brand audit CMOJoining us for today’s show is Simon Mouyal, the Chief Marketing Officer for Medidata. Simon is recognized as one of the top 100 CMO’s in the world and knows how to make the number. Matt and Simon leverage the How.

68

How to Improve Demand Generation with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

What Matters Most To Todays B2B Buyers

Customer Think

For B2B sellers, grasping the thought process behind a customer’s purchasing decisions can be particularly challenging, as that thought process isn’t strictly governed by logical elements. Photo by Unsplash, CC0 1.0

94

How does brand equity influence B2B sales?

Crank Wheel

Want to understand brand equity, and how your company can create and benefit from this? Read and save this CrankWheel article today

82

Preview: Top Trends in B2B Go-to-Market for 2022

SBI Growth

As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams. type-article

113
113

Increase conversion rates with an effective B2B sales funnel strategy

Crank Wheel

Pull in the highest-value, sales-qualified leads, at the most useful points in the sales cycle

83

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.