P-Cube Rising: Procurement is Cool Again
B2B Marketing Unplugged
JUNE 25, 2014
With the end of solution selling, Corporate Executive Board suggests that the P-Cube is back in the game and “actively trying to disintermediate the customer-supplier relationship” at the same time that it is rapidly professionalizing. According to Harvard Business Review, we’re finally spending again and external suppliers are seeing four percent more of revenue than in 2011.
Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.
NOVEMBER 4, 2010
IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Content is King?
Top 56 B2B Marketing Posts for September 2010
B2B Marketing Zone Posts
OCTOBER 5, 2010
Social CRM: social media and communities in customer relationship management and marketing - Conversionation , September 9, 2010 Let me start this post with a quote from “Using your customers’ desired actions to increase your sales”, a paper Gerry McGovern and Kristin Zhivago published earlier this year. You think you know what is important to customers. Hard Data to Justify Your Marketing Automation Investment - Customer Experience Matrix , September 1, 2010 Summary: So you want some hard numbers to prove the value of marketing automation? Customer (230
Have Digital Marketing and Social Media Killed the Industrial.
Industrial Marketing Today
SEPTEMBER 27, 2010
Complex industrial sales require many face-to-face meetings with several stakeholders within the customer’s organization. The salesperson may have to spend a lot of time re-educating the customer and correcting misunderstandings Customers are prisoners of their own experiences (we all are). Every disruptive technology is known to cause major upheavals in any industry.
Wake Up, Boss! Your Salespeople Need Help
Jill Konrath's Fresh Sales Strategies Blog
SEPTEMBER 27, 2010
How can I convince him that things have changed?" I always send them to " A Candid Letter from Your Frazzled Customer. " which is from Chapter 1 of my new book. Marketing bloggers like Craig Rosenberg and Jon Miller are talking about it too. “IT” is the disintermediation of the sales person. If your customers are on Twitter, you should be “tweeting”. Bing too.