Forbes Leadership

AUGUST 2, 2022

Customer Value Management has emerged as a critical business discipline as most B2B organizations struggle to reduce margin leakage, justify SaaS and subscription services, drive Net Recurring Revenues, and expand accounts with cross sell. Learn how you can use it to unlock more expansion revenues.

SaaS 82

SaaS B2B Manager Revenue 82

Peter Winick

AUGUST 4, 2022

Nobody approaches accounting as a part-time hobby, and thought leadership is no different. So I think like in anything that you’re doing, whether you’re especially in B2B software, right? Because when they’re on B2B. Toward the end of our conversation, we examine ways to build a thought leadership team.

Marketing 246

Marketing Software B2B Workflows 246

LSA Global

DECEMBER 21, 2022

The B2B Sales Hunters vs Farmers Sales Model The role of B2B sales hunter vs sales farmer has been discussed in business sales training workshops for decades. Typically, B2B sales hunters focus on new customer acquisition while B2B sales farmers are responsible for nurturing and growing current accounts.

B2B 36

B2B Sales Sales Metrics 36

LSA Global

APRIL 26, 2023

Top B2B Sellers How do top B2B sellers do it? Winning Bigger Deals The fundamental answer to the success of top B2B sellers is not that they work harder; it’s that they work smarter. They consistently focus on the major strategic accounts and key sales and marketing activities that matter most. Is there a secret sauce?

B2B 36

B2B Sales Sales Accounts 36

Peter Winick

OCTOBER 24, 2022

Michelle is the Founder and B2B LinkedIn Strategist at The Good Trading Co., Michelle spent a career in B2B sales, and now she’s the founder and B2B LinkedIn strategist at the Good Trading Company. So, then all of a sudden, the B2B buyer, they had so much information at their disposal and then I watched my role changed.

B2B 145

B2B Sales Sales Marketing 145

Chief Executive

MAY 11, 2023

Communication, Collaboration and Accountability The renewed focus on efficiency can only bear fruit when marketing and sales are well aligned. This is the only sensible way businesses can align their sales and marketing efforts across all B2B and B2C industries.

Sales 98

Sales Sales Marketing B2C 98

AIHR

DECEMBER 21, 2018

Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value. We engage very differently with high-growth accounts . Correlation vs causation is always an open question with an initial finding like this: are the accounts higher growth because we spend more time with them?

Sales 85

Sales Sales Reorganization B2B 85

Peter Winick

MAY 27, 2024

I already left the company, but they reached out to me because of my algorithm knowledge and because I study all of this B2B platform. So I was called by the that’s an account manager. That was a big mistake because we we’re held accountable by the audience. So let’s talk about it from a B2B standpoint.

Hospitality 236

Hospitality Engineering Marketing B2B 236

Peter Winick

OCTOBER 10, 2022

I think there is not the B2B sales are an going to really fundamentally reset how we engaged with clients and how we help them through their buying process. In this case, B2B selling. They were really there and they couldn’t say to me with the level of authority or gravitas, this is going to be okay. That was great information.

Marketing 189

Marketing Sales Sales B2B 189

Eric Jacobsen Blog

NOVEMBER 18, 2024

A company must assess the degree to which its sales team takes the customer’s strategy perspective into account and figure out how to use it to develop a joint three-year vision. He is also Codirector of the INSEAD Marketing & Sales Excellence Initiative (MSEI).

B2B 69

B2B Sales Sales Implementation 69

Andrew Chen

JULY 20, 2020

Are B2B customers constantly sharing screens with colleagues for a product that you previously thought of as a personal tool? At first, we didn’t know why, but we eventually discovered people had 2nd and 3rd accounts that they were logging back into. One account was public-facing, and one was more private for friends.

Retention 145

Retention Accounts Marketing Metrics 145

Peter Winick

JULY 17, 2023

She’s an experienced B2B content marketer and thought leadership practitioner. Stephanie Greyson You know, there was a fantastic B2B thought leadership study that was performed jointly between LinkedIn and Edelman. Stephanie Greyson Would be a tool akin to I guess a good analogy would be how an accountant uses a calculator.

Sales 130

Sales Sales Marketing B2B 130

Andrew Chen

DECEMBER 20, 2016

Since HubSpot is a B2B SaaS product, CAC would equal the cost to acquire a new customer on one of their Basic, Pro, or Enterprise plans. The first issue with the basic calculation is that it doesn’t take into account the time period between when you spend the marketing/sales money and when you actually acquire a customer.

SaaS 111

SaaS Sales Sales B2C 111

AIHR

SEPTEMBER 20, 2022

But an ICT organization selling complex and custom solutions to large B2B companies may require each sales manager to supervise 6-8 business account managers. For example, the average span of control for a sales team could be 10 salespeople per manager. What to consider when analyzing the span of control.

Reorganization 140

Reorganization Sales Sales B2B 140

AIHR

JULY 9, 2024

Departmental rewards, on the other hand, acknowledge excellent results from specific departments, fostering a sense of ownership and accountability within each one. Real-life example B2B platform Lusha ’s sales incentive program celebrates individual and team achievements, fostering a sense of accomplishment.

Sales 52

Sales Sales Compensation Implementation 52

Zenefits

FEBRUARY 1, 2023

This platform allows users to upload, host, and share videos supporting B2B companies. Bookmark( 0 ) Please login to bookmark Username or Email Address Password Remember Me No account yet? From online retail to cloud services, Amazon connects team members with each other to share different perspectives.

Inclusion 98

Inclusion Diversity B2B Employee Engagement 98

Harvard Business Review

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions. First, three out of four B2B buyers rely on social media to engage with peers about buying decisions.

B2B 22

B2B Sales Sales Media 22

AIHR

JUNE 13, 2023

Sales compensation is a critical aspect of B2B organizations. Key accountabilities: Key accountabilities outline the core responsibilities and objectives of the position. Structuring the compensation strategy correctly is crucial in motivating and helping the sales team achieve its goals.

Compensation 105

Compensation Sales Sales Metrics 105

LSA Global

APRIL 1, 2020

There is no doubt that your target B2B buyers who control the majority of the purse strings are using social media to inform their purchasing decisions. Recent IDC research found that: 75% of the B2B Buyers use social media to inform and support purchase decisions. Learning How to Sell Socially Matters. The Bottom Line.

B2B 36

B2B Sales Sales Media 36

AIHR

OCTOBER 13, 2023

Promoting accountability and responsibility : A clear AI policy defines a path of accountability and responsibility to effectively and quickly handle situations where AI makes mistakes or causes harm, which helps prevent internal disputes or legal challenges. You also need to put accountability mechanisms in place.

Travel 105

Travel Workflows Implementation Government 105

LSA Global

JULY 17, 2020

How B2B Selling Has Changed. A Special Note about How B2B Sales Have Changed during COVID-19. Why B2B Sales Training Fails to Get Meaningful Sales Training Outcomes. The way companies buy from and sell to each other has changed — perhaps permanently. Sales training content is not hard to find, develop, and deliver.

Sales 36

Sales Sales B2B Onboarding 36

15Five

SEPTEMBER 18, 2019

In your next 1-on-1, take the initiative to strike up a career conversation and hold yourself accountable to ensure it’s regularly discussed. Pamela DeLoatch is a B2B technology writer specializing in creating marketing content for the HR industry.

Employee Engagement 85

Employee Engagement B2B Performance Review Marketing 85

Chief Executive

DECEMBER 1, 2022

Ten or 20 or 40 strategic accounts drive 80 percent of revenues for most organizations,” says Dave Irwin, president of Polaris I/O, a B2B customer-retention software platform. In the B2B world, suppliers often enjoy “champions” inside companies. Work with champions.

Retention 98

Retention Travel Digital Transformation Software 98

15Five

FEBRUARY 22, 2017

When these values are in place, team members will start to hold themselves and their peers accountable for meeting them. Karri Bishop is a marketing communications specialist at TechnologyAdvice , a B2B marketing firm that connects buyers and sellers of business technology. Interested in setting values but unsure where to begin?

Revenue 42

Revenue Employee Engagement Performance Management B2B 42

Zenefits

DECEMBER 2, 2022

While B2C companies can gain considerable leverage through TikTok, Twitter, and other platforms, B2B organizations can create longer, more insightful posts on LinkedIn. No account yet? The length of your post depends on the platform. For example, Twitter allows for only 240 characters. Bookmark( 0 ) Please login to bookmark.

Retention 102

Retention B2C Onboarding Benefits 102

Andrew Chen

AUGUST 6, 2018

B2B SaaS products will often find it useful to show this version, as they want to drive usage during the work week. Another plug for her Twitter account here. -A]. Note that using DAU/MAU wouldn’t be the appropriate metric for this product as it’s not designed to be a daily use product.

SaaS 111

SaaS Metrics eCommerce B2B 111

Walk Me

OCTOBER 4, 2021

Although there is no agreed-upon definition of which tool is the best to use for HCM adoption, digital adoption platforms (DAPs) are generally the best platforms to use when adopting any B2B SaaS application, including HCM platforms. DAPs, incidentally, are not limited to the adoption of HCM tools.

Benefits 52

Benefits ROI Software B2B 52

Andrew Chen

AUGUST 8, 2022

Perhaps you do an analysis and figure out certain leading characteristics of high-value users as their account balance, or the types of other apps they use, or otherwise — once you think of this as personalizing an ephemeral offer to users, then you can run whatever promotions you want. But why stop at cities?

A/B Testing 94

A/B Testing B2B Onboarding ROI 94

LSA Global

OCTOBER 10, 2023

net promoter score This fast growing High Tech Company wanted to design and deliver a customized sales management training program to ensure that sales managers and leaders could consistently lead their sales teams to win bigger B2B client deals faster as they move to a SaaS business model. satisfaction 134% knowledge gain 95.6%

Sales 36

Sales Sales SaaS Sales Management 36

Chief Executive

JULY 29, 2022

B2B technology integrator. Then, in May 2021, as we moved into our new headquarters, we hosted a day-and-a-half “innovation summit” where we invited 40 people from across the organization, from R&D and culinary and supply chain and sales, reps from accounting, junior as well as senior people and even interns. EMPHASIZE MENTORSHIP.

Software 98

Software Assets Engineering Marketing 98

Zenefits

JULY 2, 2022

Creating a “Google My Business” account allows you to take ownership of information relating to your physical store, as well as your online presence. These are: Google Ads — If you plan to run advertisements for sales, products, or even just to get traffic, you will need to sign up for a Google Ads account. No account yet?

B2C 52

B2C eCommerce Small Business Media 52

LSA Global

NOVEMBER 6, 2023

The wanted key sales managers and sales leaders to better lead, manage, and coach their sales teams to win bigger B2B client deals faster as they face increased competition and pricing pressure. The Sales Manager Training Workshop results were: 98% job relevance 98.4% satisfaction 145% knowledge gain 96.5%

Sales Management 36

Sales Management Sales Sales Manager 36

Harvard Business Review

DECEMBER 24, 2015

Many B2B CEOs still believe that social media isn’t right for them. But social media marketing can offer B2B marketers a range of benefits if they take advantage of it, from increasing engagement and influencing decision making before the sales call to customizing sales messages and enhancing their company’s reputation.

B2B 14

B2B Media B2C Marketing 14

LSA Global

APRIL 10, 2020

We define B2B social selling as the ongoing process of leveraging digital channels to find, engage, and connect with ideal target clients. High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships. 80% more productive.

Sales 36

Sales Sales B2B Metrics 36

LSA Global

MAY 8, 2023

How to Manage Sales Teams to Greater Accountability Ensure all sales team members are accountable for high performance sales metrics and understand the “why” behind how their success is measured, monitored, and rewarded.

Sales 36

Sales Sales Sales Management B2B 36

Vantage Circle

JANUARY 19, 2023

Traditional: Finding your ideal audience ment cold calls, scouting directories, attending conferences and knocking door to door in every office building Modern: Today's audience for B2B buyers can be found online and on social platforms. This program has the benefit of creating a sense of social accountability for team members.

Sales 105

Sales Sales Compensation Travel 105

Zenefits

JANUARY 28, 2023

For example, B2B may be interpreted as “back-to-back” instead of “business-to-business.” Sending a message that the company just landed a huge account deserves a specific tone to convey excitement. If you plan to hold employees accountable for the contents, your memos should contain explicit information they can’t miss.

B2B 52

B2B Accounts Manager Benefits 52