Andrew Chen

JANUARY 9, 2020

The internet culture supply chain works like this: Asia US teens Adults B2B. Want to know what B2B communication/collaboration will look like in 5 years? But they break things, can have a “fire first, aim later” mentality where a lot of energy is wasted. First it was big in Japan, then teens. Now we all use it.

Marketing 110

Marketing Retention B2B Scaling 110

Chief Executive

OCTOBER 12, 2022

In the B2B space, you are typically targeting via firmographics to slice up your TAM and SAM. B2B Case Study: Building a Big Business at Expedia. I started at Expedia as the lone employee tasked with building a B2B business. For this case study, we are talking about B2B. Use the above diagrams to help you.

Marketing 52

Marketing Travel B2B Cash Flow 52

LSA Global

JULY 17, 2020

How B2B Selling Has Changed. A Special Note about How B2B Sales Have Changed during COVID-19. Before or after COVID, the underlying challenge remains – how do you get sales leaders and their sales reps who are pressured to meet their immediate sales targets to invest the time and energy required to develop new sales skills ?

Sales 36

Sales Sales B2B Onboarding 36

Eric Jacobsen Blog

JANUARY 15, 2012

Therefore, marketing professionals need to be patient, flexible, high-energy, and dedicated. Naturally, there will be differences in the B2C, B2B, and nonprofit arenas, but marketing leaders can quickly study the competitive landscape, target market, value proposition, and then recommend viable marketing campaigns.

Marketing 58

Marketing Nonprofit Real Estate B2C 58

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Don’t believe the hype.

B2B 15

B2B Sales Sales Sales Funnel 15

Chief Executive

JUNE 6, 2023

When leaders take the time to openly address any questions or concerns about the change, it reinforces the notion that employee needs are valued—which, in turn, instills an infectious energy throughout the organization that drives productivity and performance.

Inclusion 52

Inclusion B2B Workflows Assets 52

LSA Global

MARCH 18, 2022

3 Sales Context Tips to Increase Revenue from Existing Customers Outperforming B2B sales organizations ensure that their sales strategy and sales culture are defined and aligned to grow existing strategic accounts. Current and repeat customers spend two-thirds more than new customers.

Revenue 36

Revenue Sales Sales Accounts 36

Andrew Chen

JANUARY 9, 2020

The internet culture supply chain works like this: Asia US teens Adults B2B. Want to know what B2B communication/collaboration will look like in 5 years? But they break things, can have a “fire first, aim later” mentality where a lot of energy is wasted. First it was big in Japan, then teens. Now we all use it.

Marketing 52

Marketing Retention B2B Scaling 52

Harvard Business Review

FEBRUARY 10, 2011

In addition to using less energy to run machines, slashing paper use also saves large amounts of energy and water upstream in the paper production process. Meanwhile, the other stream of waste will create a potentially significant source of clean energy (adding to the sustainability win).

Energy 16

Energy B2B Government Manager 16

Harvard Business Review

FEBRUARY 22, 2012

Or total energy use during the product's lifetime? The best thing to share will depend heavily on the product - the labels on energy hogs like light bulbs, air conditioners, and cars should tell us the total energy use and cost to operate over a year or the product's lifetime.

Energy 15

Energy B2B Media Operations 15

Harvard Business Review

MAY 24, 2017

In contrast, today’s scarcest resource is your human capital, as measured by the time, talent and energy of your workforce. Energy, too, is difficult to come by. Consider the case of one B2B supplier that wanted to figure out what made some salespeople top performers. Energy can be created and destroyed.

Manager 15

Manager Balance Sheet Energy Reorganization 15

Harvard Business Review

JULY 17, 2012

Once the company is up and running, most founders obsess over perfecting the product or service, and perhaps devote energy to secondary tasks such as building a website. Too often, there's a task that's far down this list of priorities that deserves to be much higher: Making the company's first sale.

Sales 18

Sales Sales Cash Flow B2B 18

Harvard Business Review

JULY 17, 2012

Once the company is up and running, most founders obsess over perfecting the product or service, and perhaps devote energy to secondary tasks such as building a website. Too often, there's a task that's far down this list of priorities that deserves to be much higher: Making the company's first sale.

Sales 17

Sales Sales Cash Flow B2B 17

Harvard Business Review

NOVEMBER 20, 2018

” By the end of a quarter, she had wrung every ounce of energy out of marketing, and we started the next quarter from a standstill with no momentum and no leverage. It is highly efficient at capturing, storing, and releasing energy. If you’re B2B, the train is parked in the station, but it’s leaving soon.

Sales Funnel 15

Sales Funnel Sales Sales B2C 15

Harvard Business Review

NOVEMBER 5, 2015

This use metric has a positive and significant effect on both outcomes even after controlling for marketing analytics spending, product vs. service, and B2C vs. B2B. We have found that companies that invest time and energy focusing on activating insights rather than just generating them have the greatest success.

Marketing 15

Marketing ROI B2C Metrics 15

Harvard Business Review

MARCH 1, 2016

research on B2B purchases indicates that 25% of the buying decision depends on the interaction with the sales professional. But remember, every hour spent developing an opportunity that’s outside your sweet spot is a non-strategic use of time, energy, and resources. McKinsey & Co. It’s a balancing act.

Sales 14

Sales Sales B2B Marketing 14

Harvard Business Review

JUNE 23, 2015

Those systems can now transmit real-time data about the performance of industrial machines as well as the components of energy and transportation systems. These three big shifts are now playing out in nearly every industrial market, regardless of whether it is B2C or B2B, high- or low-asset intensity.

B2C 14

B2C B2B Transportation Software 14

Harvard Business Review

MAY 22, 2018

Shifting to a TAP view of the world, they realized that there may be business opportunities in the B2B space, by partnering with those on-demand apps and mom-and-pop shops. But our experience is that after an initial period of discomfort and unfamiliarity, it unleashes an enormous amount of energy, enthusiasm, and creativity.

B2B 14

B2B Marketing Engineering Operations 14

Harvard Business Review

OCTOBER 17, 2013

This is the kind of mismatch I look out for when I try to reconcile stated strategy with a comp plan: In this case, selling research was our company’s core strategy, yet the sales staff was incented to divert energy to sell something completely different. Or consider a B2B software company I know.

Compensation 11

Compensation Sales Sales Software 11

Harvard Business Review

OCTOBER 10, 2014

Loyalty and reward programs provide this type of context for B2C companies, while strategic account and relationship management programs do the same for B2B companies. Owned media can be used in B2B as well. There is no doubt that these owned media strategies are complex and require a real commitment of time, energy, and resources.

Media 9

Media B2B B2C Marketing 9

Harvard Business Review

APRIL 20, 2016

In the B2B world, it’s all about lead generation: getting people to hand over their email addresses and phone numbers so that you can spam and telemarket them into submission, where “submission” means actually buying your product. Which is exactly why I think Lyons is right to pillory these kinds of practices.

Marketing 14

Marketing Sales Funnel Media Advertising 14

Peter Winick

DECEMBER 19, 2022

For many B2B businesses, especially if that piece of thought leadership resonates and builds a relationship with five major decision makers like you’ve won your year. Simply a waste of energy. And for you to ask of any slice of that energy and that attention to ask for that comes with a huge amount of ethical responsibility.

Marketing 242

Marketing Scaling Advertising B2B 242

Harvard Business Review

OCTOBER 27, 2014

Inside many companies, particularly in B2B settings, the notion of “liberation” remains challenging. It was exactly the sort of entrepreneurial energy that he hoped a platform organization would unleash. “We Yet it also matters to these businesses to keep launching innovative new offerings. — his response was: “Of course not!”

B2B 9

B2B Operations Assets Marketing 9

Harvard Business Review

DECEMBER 17, 2018

Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value. Deeper analysis showed that investing more time and energy into partnering with some of these lower growth accounts could improve them. Or do we spend more time with them because they are higher growth?

Sales 8

Sales Sales Accounts Reorganization 8

15Five

MAY 16, 2019

Even a mild illness like a cold can decrease an employee’s energy level and distract them from the current task. Breathing techniques used in yoga bring oxygen to the brain, increasing relaxation or energy as needed. Pamela DeLoatch is a B2B technology writer specializing in creating marketing content for the HR industry.

B2B 89

B2B Energy Implementation Benefits 89

LSA Global

SEPTEMBER 26, 2017

Few, however devote much time or energy into understanding why they won. Winning new business is not easy in the world of complex B2B sales. Many high performing sales teams learn from sales losses and projects that go awry. Why Sales Teams Do Not Debrief Sales Wins. The Bottom Line.

Sales 14

Sales Sales B2B Energy 14

Harvard Business Review

MARCH 7, 2011

Given the diversity of countries and industries (everything from energy to telecom, government to nonprofit) and company sizes (multinationals to startups) there are some striking commonalities that emerge. This means bundled solutions where you provide an end-to-end package, especially for B2B companies.

B2B 15

B2B Nonprofit Scaling Diversity 15

Harvard Business Review

JUNE 7, 2016

Alex Mohler admits that when he first started as director of client services at Crubiq, a B2B sales company based in Raleigh, North Carolina, he felt like a fish out of water. I notice that it has a big impact on the dynamic and energy in the room.” If it’s too much, say so.

B2B 15

B2B Sales Sales Energy 15

Peter Winick

NOVEMBER 10, 2022

Where we tend to put our energy and efforts in and I think is where you are as well, Tony, is in the B2B side, on the enterprise side. And if you’re selling to consumers, the reality is consumers just don’t know what they don’t know. So, they will not care, necessarily, if something’s validated or not.

Sales 130

Sales Sales Scaling Marketing 130

Peter Winick

APRIL 17, 2025

It highlights the role of clear communication, credibility, and long-term positioning in standing outespecially in B2B environments. I’m a- Peter Winick But you can, in a B2B environment, have all of that foundational stuff and not be putting the energy into broadcast and amplified. That’s where I went today.

B2B 177

B2B Metrics Sales Sales 177

Peter Winick

MARCH 13, 2025

And particularly in my world, I’m in the B2B world that we don’t play that. Yeah, I look at it and say, if somebody is making an investment of their time, their energy, their money, their money, whatever the case may be in hiring a professional hiring agency to get them on podcast, well, what does that mean?

Sales 268

Sales Sales B2B Marketing 268

Peter Winick

APRIL 10, 2025

Paige explains how trust and connection are built person-to-person, especially in high-touch B2B environments. And what a lot of executives get wrong too is they pour all of their time and their energy and their resources in the building their corporate brand. Paige Velasquez-Budde Yes, that’s absolutely right.

Media 169

Media B2B Metrics Assets 169

Peter Winick

FEBRUARY 24, 2025

So roofing residential solar energy efficiency. But one of the perhaps one of the most important benefits is that we could take a sales rep that was coachable and rapidly get them through all the learning curves. You know, we were in strategic sales. You know this at Louis. And so, you know, they weren’t transactional sales.

Sales 169

Sales Sales Scaling Software 169

Peter Winick

JANUARY 6, 2025

Then you start to see like some of the early thinking, especially now in this moment where there’s a lot of energy around Chapter VII and there’s a lot of research going on. This wasn’t a recent because I always you know, I wear many hats at the same time.

Manager 169

Manager Scaling Engineering Marketing 169

Harvard Business Review

JULY 8, 2015

We came to these conclusions after studying the sales force of a large B2B software company using six quarters of quota attainment data for several thousand employees. Energy: This new angle, which is very much related to the previous two, includes a collection of metrics that measure overall time and effort exerted by salespeople.

Sales 15

Sales Sales Metrics B2B 15

Peter Winick

FEBRUARY 6, 2025

But think about the B2B side of this, right? And sometimes someone could have confidence, charisma, energy, a brand, whatever it is. Nobody’s coming to me asking for makeup advice or nutrition advice or gym advice, thank God. They might ask me for a restaurant recommendation. Yeah, right. But that’s because I like to eat.

Marketing 183

Marketing Advertising B2C B2B 183