Andrew Chen

JUNE 25, 2019

Tactic #4: Run direct sales. Stage : Early-stage for B2C, an evergreen lever for B2B. Examples : Tips : Takes very few people to operate, should pay for itself from day 1. Stage : Early-stage for B2C, an evergreen lever for B2B. Once you reach scale, fraud becomes a real issue. Cost : Medium. Examples : Lyft: [link].

Retention 111

Retention User Experience Travel Marketing 111

Harvard Business Review

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales Funnel 15

Sales Funnel Sales Sales B2C 15

Harvard Business Review

APRIL 2, 2015

B2C marketers have long known that the key to a customers’ hearts and minds is to make the connection between the brand and customers’ sense of self. Sales Sales & Marketing Customers' Powerful brands (think Apple and Nike) reinforce customers’ positive self-image.

B2B 14

B2B Sales Sales B2C 14

Harvard Business Review

OCTOBER 30, 2014

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones.

Sales 15

Sales Sales Marketing B2C 15

Harvard Business Review

APRIL 18, 2011

The role exists in B2B and B2C firms as diverse as Allstate, Dunkin' Brands, USAA, Philips Electronics, FedEx, the Cleveland Clinic, and SAP. A third of the CCOs previously held Division President or GM roles, and almost as many worked in a marketing and/or sales position. They have power and influence resources.

B2C 15

B2C B2B Reorganization Sales 15

Andrew Chen

JUNE 25, 2019

Tactic #4: Run direct sales. Stage : Early-stage for B2C, an evergreen lever for B2B. Examples : Tips : Takes very few people to operate, should pay for itself from day 1. Stage : Early-stage for B2C, an evergreen lever for B2B. Once you reach scale, fraud becomes a real issue. Cost : Medium. Examples : Lyft: [link].

Retention 48

Retention User Experience Travel Marketing 48

Harvard Business Review

JULY 31, 2012

Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. In fact, we've found that micromarket strategy is perhaps the most potent new application of big-data analytics in B2B sales. Align sales coverage with opportunity.

Sales 15

Sales Sales B2B B2C 15

Harvard Business Review

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. Companies like Salesforce.com, Philips, and Oracle have appointed chief customer officers, while many other B2B players have embarked on enterprise-wide efforts to improve their marketing, sales, and support interactions.

B2B 15

B2B Travel B2C Engineering 15

Harvard Business Review

OCTOBER 6, 2015

Wal-Mart, a company whose primary weapon is discounting, is under pressure to boost its web sales, which made up just $12.2 It’s not feasible to lower prices across the board to match the web (“Our prices are the same as Amazon”) since Internet retailers typically have lower operating costs.

B2C 12

B2C Sales Sales B2B 12

Harvard Business Review

APRIL 24, 2012

But instead of adopting multiple martial art styles, more B2C companies are using mixed business models, or MBM, to win. Many were perplexed in late 2007, when Google announced they would build a mobile operating system, seemingly far afield of their core online advertising model. MMA is the sport of fighting.".

Advertising 11

Advertising Real Estate B2C Revenue 11

Harvard Business Review

JULY 30, 2013

Before this occurs, the sales process is a craft or an art, custom-made by the founder or evangelist sales VP. But once you achieve initial product-market fit and are down the Sales Learning Curve (PDF), suddenly you are faced with a new challenge: how do I scale up the sales efforts? 1) Enterprise Sales.

Marketing 8

Marketing Sales Sales SaaS 8

Harvard Business Review

MAY 6, 2013

You must move from B2C to B2B, or vice versa. They began grouping clients by practice and focused sales associates on developing industry trends and insights. The results were dramatic: the following year, the company reached its annual sales goals three months into its fiscal year.

B2C 12

B2C B2B Sales Sales 12

Harvard Business Review

MAY 18, 2018

Delivering experiences that produce more B2B sales is another. Complicating matters is the fact that customers don’t engage with sales channels as they used to. Sales environments are becoming more digital and less human, and opportunities to sell are coming from less-traditional places.

B2B 8

B2B B2C Sales Sales 8

Harvard Business Review

OCTOBER 21, 2013

A food company, for example, outfits vehicles with entire kitchens to demonstrate the most effective and creative ways to use its specialty food ingredients in food service operations. Many products can be complicated to operate or dangerous if used incorrectly, and a van can save a customer from traveling to a training center.

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

JULY 19, 2017

If you build a team that brings in operations, sales, finance, and the executive suite, you are more likely to figure out where the real bottlenecks and opportunities are, and you are more likely to come up with practical solutions that actually start solving them.

B2C 8

B2C B2B Workflows Travel 8

Harvard Business Review

OCTOBER 2, 2012

Going B2C was daunting and not in our core DNA," Kaufer remarked. Advertisers are brought to the site and driven mainly through self-service channels, so there is no need for a large sales force or account management team. But testing hypotheses was very much in the company's DNA, as well as evaluating data to learn and adjust.

Scaling 11

Scaling Travel Engineering Revenue 11

Harvard Business Review

DECEMBER 13, 2017

PMs must understand customers’ emotions and concerns about their product as much as they understand the concerns of the sales team on how to sell that product, or the support team on how to support it, or the engineering on how to build it. So, what should you consider if you’re thinking of pursuing a PM role?

Manager 8

Manager Engineering User Experience Revenue 8

Peter Winick

APRIL 17, 2023

In addition, we can help you implement marketing, research, and sales. If you don’t know him, you can Google is he spent a long time at the organization starting as a front line sales guy and sort of moving up to the chief marketing officer there and now is, I think, special advisor to the universe or something.

Media 211

Media Marketing Education Sales 211

Peter Winick

AUGUST 15, 2022

In addition, we can help you implement marketing, research, and sales. B2B and B2C. Peter Winick If he can handle it right, if they can change their operation to support that and subscription and learning, the question becomes, you know, what do you have the scale to do right. Contact us for more information. Transcript.

Marketing 237

Marketing Scaling B2C eCommerce 237

Harvard Business Review

APRIL 29, 2016

Their developers focus on meeting operational and environmental requirements, caring little about the physical appearance or user experience of a dashboard- or engine-compartment-mounted device that monitors vehicle data. As B2C companies rush to exploit new IoT applications, pushing technology to potential end users no longer works.

User Experience 15

User Experience B2B B2C Engineering 15

Harvard Business Review

JUNE 12, 2018

Telecom operators often provide the backbone communication networks required to run systems and applications. Digital natives such as Didi and Uber are operating customer-facing mobility platforms in cities around the world. Utilities are rolling out smart meters and introducing dynamic pricing schemes. That mandate is worth keeping.

Real Estate 13

Real Estate Government Transportation B2C 13

Peter Winick

APRIL 3, 2025

We also unpack how thought leaders can better connect their insights to the real, lived problems their clients facebecause selling ideas is about service, not self-promotion What if the secret to extraordinary sales success wasn’t pressurebut purpose? I started out in sales, worked my way up to a VP of sales.

Sales 152

Sales Sales B2B Scaling 152