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- Why Your B2B Marketing is So Lousy
- Ever wonder why most B2B marketing is so gawd-awful? The reason: most B2B marketeers wrongly believe that B2B products in the 21st century should be marketed the way that consumer products were marketed in the 20th century. Unfortunately, what made Coke and Nike successful doesn't work today, especially not with...
- Blog posts 2009-06-25
Additional Resources
- Product Marketing = Lost Sales.
- Over the last two weeks, I've been talking about Manager-to-Manager (M2M) sales in B2B environments, and how real decision-makers want you to be responsible for results and consequently have no interest in products, even if repackaged as "solutions." If I'm right about that -- and the research...
- Blog posts 2007-11-02
- Advanced Systems International Announces B2B Product Enhancement
- Business Editors SOUTHFIELD, MI--BUSINESS WIRE June 28, 2000 Interface Customization Eliminated for SAPR R/3TM With Cost Savings of As Much As 50% Advanced Systems International, (OTC BB: ADSN), announced today that its web-based B2B enabling product ATLinkTM, has been enhanced with a "Configuration Tool for...
- Research articles 2000-06-28
- Whiteboard Video: The B2B Marketing Challenge
- Whiteboard Video: The B2B Marketing ChallengeBasic, but the start of good strategyOne thing to add to this is the addition of the audience framework for communicating within this funnel.At our agency, Schermer Kuehl, we organize by a process we've named Streamlined Messaging. By Streamlining, you can organize the first part...
- Discussion threads 2007-04-24
- RIM’s Balsillie: 'Not Religious' About Form Factors; B2B the Company’s Core
- The Research in Motion vs. Apple smartphone face-off makes for a good story, but the companies present an interesting business strategy question: Is it better to start in the enterprise and then go consumer or vice versa? In an interview with me at SAP Sapphire all resources...
- Blog posts 2008-05-06
- In B2B Sales, YOU are the Brand!
- When it comes to B2B sales, the sales rep is the brand. Let me explain.For most marketeers, branding is a way to get funding for fun projects and a way to goose up their career. However, the reason that they can get that money is that...
- Blog posts 2009-01-08
- Is Buying B2B Products Online Just a Fad?
- Conventional wisdom says that most B2B products will be sold across the web. For anything that's a commodity, customer will simply get online, compare prices, and order what they want. Sales reps are only required when the B2B offering is complex and strategic. Baloney. ...
- Blog posts 2009-08-06
- The Seven Myths of B2B Marketing
- One more post on this subject and then I'm moving on to more practical topics. I've gotten a lot of comments from my so-called "bashing" of Marketing, so rather than answering them individually, here is a list of the seven most common misconceptions about B2B Marketing: ...
- Blog posts 2008-01-04
- The True Meaning of B2B Sales
- The True Meaning of B2B SalesRE: The True Meaning of B2B SalesQUOTE: the sole concerns of top management: profitability, image and innovationI agree that top management thinks image is important, but I often think they're more concerned with their own image than the image of the company.Image and innovation are...
- Discussion threads 2008-10-01
- Number One thing B2B Purchasers Want to See
- B2B buyers are savvy web users, and they're increasingly using the web to make purchases -- even purchases greater than $100,000. So what ranks as the most important factor in their purchasing decision? Simple: Price. If the price is not posted in a clear and straightforward manner on the site,...
- Blog posts 2007-12-20
- Will Covisint Thrive As a B2B Exchange?
- Discussions about business-to-business (B2B) e-commerce exchanges are rarely heard these days. B2B exchanges could dramatically transform the way in which companies do business with one another. One such exchange to watch is Covisint, which is backed by Detroit's auto giants and other car companies. The article discusses the things that...
- White papers 2001-04-25
- Australia's rosy outlook for B2B e-commerce.
- Mar 11, 2002 (ZDNet.com.au ABIX via COMTEX) -- Australia's business-to-business (B2B) electronic commerce will grow fast in the future. Market analysis company IDC says that B2B will grow at a compound annual rate of 70 percent to $A166.25 billion by 2006. B2B transactions reached...
- Research articles 2002-03-12
- Industrial product configurator. (New Product Profiles).(advertisement)
- Rockwell Automation announces the launch of its new Industrial Product Configurator application on Ptplace.com, the company's B2B e-commerce site. This application makes it possible for Rockwell Automation's customers to perform online configuration Rockwell Automation announces the launch of its new Industrial Product Configurator application...
- Research articles 2002-05-01
- B2B Trust, a Laurentian Bank of Canada subsidiary, launches One stop mortgage program, "a full line financial products and services for independent financial advisors and mortgage brokers".
- TORONTO, Nov 17, 2000 B2B Trust, a subsidiary of the Laurentian Bank of Canada, launched its One stop mortgage program today at the Canadian Institute of Mortgage Brokers & Lenders 5th Annual Conference. This new mortgage product program is tailored to the needs of...
- Research articles 2000-11-17
- Sales Training For The B2B Sales Team
- Sales training for B2B is inherently different than B2C sales training. Selling to a business requires a stronger investigatory approach and an understanding of business operations as well as product performance. B2B sales training can accelerate B2B sales growth by training your sales team in the intricacies of sales organization,...
- White papers 2009-03-17
- The Business-To-Business (B2B) Sales Cycle
- The sales cycle consists of the time that elapses between the customer initiating the buying process, and the point at which a decision is made on which product to buy. It involves the sequence of phases that the customer goes through when deciding to buy something. Search engine listings on...
- White papers 2003-01-01
- Data Technology helps Siemens Building Technologies roll out B2B ecommerce web shop.
- M2 PRESSWIRE-19 November 2001-Data Technology: Data Technology helps Siemens Building Technologies roll out B2B ecommerce web shop C1994-2001 M2 COMMUNICATIONS LTD RDATE:19112001 * Real-time access to product availability / order status * Fully integrated into ERP system ...
- Research articles 2001-11-19
- System Architects & FirstExpress Announce E-business Installation With QuickSuite; SAI's Dynamic B2B QuickSuite Product Line Connects and Integrates B2B Processes
- Business Editors CHATTANOOGA, Tenn.--BUSINESS WIRE--May 1, 2000 System Architects, Inc., S.A.I., a provider of innovative business-to-business (B2B) products and services, today announced that FirstExpress, has agreed to purchase SAI's QuickSuite products and services that leverage the power of Internet-based business partner relationships. Designed to enable flexible searches for...
- Research articles 2000-05-01
- First B2B Comparison Shopping Service Launched By Vinimaya; Provides Real-Time B2B Prices, Availability, Specs
- Business/High-Tech Editors TARRYTOWN, N.Y.--BUSINESS WIRE--Sept. 11, 2000 Vinimaya Inc. today announced the launch of the Web's first business-to-business comparison shopping service. ViniShopperTM utilizes proprietary intelligent agent technologies to search hundreds of B2B e-marketplaces, exchanges, suppliers, trading communities, auctions and vendor sites simultaneously to provide real-time comparison shopping by...
- Research articles 2000-09-11
- Take the B2B High Growth Test
- There are some B2B suppliers who radically change the way their customers do business. Here's eight ways a B2B company can do this. Test your company against them. Many successful high growth companies had disruptive solutions that changed the way their customers did business. They created advantage...
- Blog posts 2009-10-07
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