B2B is Dead – Long Live B2P

DiscoverOrg Sales

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. B2B companies with brands that are perceived as strong generate a higher EBIT margin than others. Muting a unique company voice. B2B vs B2C vs B2P.

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Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. Brian: Smart companies invest a lot of money in their CRM systems, which are great for storing data.

Selling value – an innovative framing

Sales Training Connection

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. Selling value.

RIP: Sales Training

Sales Benchmark Index

Smart companies use delivery tools like: Pod casts. Modify it for your training content, company and sales force. You just hung up from your weekly forecast call. Numbers don’t look good. Your team is going to be short again this quarter.

Inside Sales Growing by Leaps and Bounds

Score More Sales

Smart companies in nearly every industry are building out strong inside sales teams now. Sean is Chief Revenue Officer at KiteDesk – the company that just recently commissioned their Top 100 Social Selling Influencers research.

Leveraging Price Ratio To Win The Right Deals

The Pipeline

There are times when companies consciously use price as a temporary strategy to gain market share, or directly impact a competitor. While everyone is trying to economize, smart companies and worthy partners understand that a weakened supplier is not good for anyone in the long run.

4 Trends Shaping B2B Marketing in 2011


A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. B2B companies have to produce the right kind of content: Web content should be honestly empathetic and seeded with utility for your customers; it should be inspired by your unique perspective and reflect your business's core values and authentic “voice.”

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Customers From Hell – Top 4 Tips for Handling


Many companies initially buy CRM to help improve sales performance and whist there is no doubt CRM will do this, Customer Relationship Management is also a must have for delivering great customer service.

Overloaded And Overwhelmed

Partners in Excellence

In some cases, smart companies re-engineered a lot of what they did, slimming things down and doing what they could to eliminate unnecessary workloads. Reference “Overloaded Circuits, Why Smart People Underperform,” HBR, January 2005.

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