Content Library

The Future Of The B2B Sales Profession: Adapt, Integrate And Collaborate

The COVID-19 pandemic has accelerated a shift from analog processes to automated and digital-first engagements with customers, a process outlined by Gartner. Mike Dickerson highlights

April 30, 2021

When CEOs Make Sales Calls

CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.

April 28, 2021

This way out: How leading companies chart a full-potential COVID-Exit

Incremental adjustments post-pandemic may ultimately prove less prudent than transformative initiatives that can re-orient business practices.

April 7, 2021

Why Customer Experience Matters for B2B

The B2B companies that focus on providing effective digital customer experiences will reap the rewards of an increasingly online B2B buying process.

March 29, 2021

To Cut Costs, Know Your Customer

Cost-cutting initiatives for B2B firms should focus on reorienting resources toward business practices that create customer value.

March 23, 2021

A Better Way to Price B2B Offerings

While B2B suppliers often feel that they must compete on price alone, they have an ability to extract a higher price from their B2B customers and provide greater customer value by focusing on all of the offerings that they provide.

March 15, 2021

Two Steps: A Primer on B2B Experiments

Although business-to-business settings provide ample opportunity for research that uses experiments, they are seldom used. Approaches for integrating experimental insights into research is discussed.

March 3, 2021

Marketing the Future: How Data Analytics Is Changing

As consumers become more aware of data gathering efforts by firms, companies have been forced to evolve in their data analytics efforts. The article highlights current developments in the data analytics domain.

February 22, 2021

The 2020 State of Digital Marketing

As digital marketing trends continue to evolve, Altimeter provides an overview of results following a survey of senior digital marketers. The findings outline current and future areas of focus for digital marketers.

February 16, 2021

The Pandemic Pivot: The Need for Product, Service and Business Model Innovation

As firms face disruptive events in the marketplace, they must be prepared to adapt. Oftentimes, adapting necessitates a “pivot” in how firms operate across multiple dimensions.

February 11, 2021

B2B Pulse: Content Library

Category

Topics

All Archives by Month