sales – Page 4

Omnichannel in B2B sales: The new normal in a year that has been anything but

An omnichannel approach is the way of the future and the way of the present in B2B industries.

May 25, 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

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

The Effect of Review Writing on Learning Engagement in Channel Partner Relationship Management (Aguirre et al. 2018)

Channel partners play a critical role in the financial performance of suppliers. One way in which suppliers can provide useful information to their channel partners is through partner relationship management strategies. Aguirre et al. 2018 provide recommendations for how these strategies can generate the most engagement amongst channel partners.

December 21, 2020

Multichannel Strategies for Managing the Profitability of Business-to-Business Customers (Lawrence et al. 2019)

Companies selling to B2B customers face two key issues: managing the salesperson channel and managing the customer-specific discounts often utilized to drive sales. Companies must determine if customers using online channels would benefit from also being served using salesperson channels, or if utilizing salespeople in such a way would be a waste of valuable resources. Lawrence et al. (2019) provide compelling evidence that sellers gain approximately twice as much net profit from customers that have greater contact with salespeople. The interpersonal relationships that salespeople forge with buyers in the B2B context may bring forth positive financial outcomes.

November 14, 2020

Business-to-Business E-Negotiations and Influence Tactics (Singh et al. 2020)

Sales negotiation over email exchanges between sellers and buyers (e-negotiation) is increasingly common in B2B sales. The use of influential tactics as textual cues in emails to manage buyers’ attention significantly affects sales outcomes. To test the effectiveness of influential tactics in e-negotiations, the authors of this study analyze seller-buyer emails over a two-year period part of 40 e-negotiations, along with other data sources and a controlled experiment. In an era where remote working is more prevalent than ever, e-negotiations are more important than ever. It underscores the relevance of this research.

September 28, 2020

Strategies to Connect with Barricaded Buyers (Chase and Murtha)

When responding to a Request for Proposal (RFP) in both the public and the private sector, suppliers’ access to buyers is often restricted due to law and informal rules of engagement. The authors term these buyers ‘barricaded buyers’. Despite having limited access to these individuals, suppliers can still increase their competitiveness and selection likelihood when selling to barricaded buyers.

August 6, 2020

Leading Sales Teams Through Uncertainty

What works for selling in times of economic expansion is not what works for selling in times of crisis. In addition, between 25% and 50% of the sales professionals in US companies never had to sell during an economic downturn… and thus, ready experience on dealing with selling in crisis is not abundant. This Harvard Business Review article on leading sales teams through uncertain times describes three principles that were useful during the 2001 crisis.

April 14, 2020

Chief Marketer’s B2B Outlook for 2020 – Insights on Lead Generation

Chief Marketer published their B2B Outlook for 2020, focusing especially on lead generation by B2B marketers. It includes data from a survey conducted in 2019 among 167 senior marketers (CMO, VP of marketing, director of marketing, etc.) who work for B2B companies.

January 15, 2020

Impact of Digital on the Sales Force (Mike Ahearne, Thomas Steenburgh)

Experienced marketers know that their sales force can have a greater impact on results than any other element of the marketing mix. The challenge has always been to deploy limited resources efficiently and effectively. Fortunately, today’s digital technologies make it possible to scale diverse resources, enabling the sales force to manage profitability across a wide range of account types and sizes. Few question technology’s pervasive impact on selling and the sales profession. Yet many firms are not adequately positioning their sales organizations for optimal performance in the digital age. This webinar examines the relationship of digital technology and the sales function, while offering specific strategies for leadership to fully leverage technology’s impact. Professors Mike Ahearne and Thomas Steenburgh provide examples of how world class organizations leverage digital capabilities to increase profits and gain competitive advantage, and will describe the shifts sales organizations will be required to make in sales process and training investments.

May 30, 2018

ISBM Pulse: sales

Category

Topics

All Archives by Month