Rethink Commerce Blog

Posts Tagged ‘B2i’

Mind the Gap: What James Bond Can Teach Us About Software Sales

Posted on December 11th, 2013 by

We saw in the last post that sales process that are stuck in the past hinder organizations from reaching buyers, but we didn’t go into one of the real downsides of old-school sales processes: they stick buyers in situations that are impossible to get out of.

mind_the_gap

James Bond also ends up in these situations a lot, but then again, he’s a little better trained (and perhaps in better shape) than most software buyers. Plus, it’s his job to get out of sticky situations. […]

Is Your Software Sales Process Stuck in the 80s?

Posted on November 22nd, 2013 by

Despite all our advances, a lot of companies are still selling software like it’s 1985. While they may not have acid wash jeans and fade haircuts to match their software approach, they are using old-school sales techniques that just feel… dated. […]

Cut the Fluff: How Marketers Got (Back) into the Software Revenue Business

Posted on October 24th, 2013 by

Everybody knows fluffernutter sandwiches are delicious. And they’re where fluff belongs. For a long time, marketing teams struggled to measure and prove their value. Sometimes, this led to an over-reliance on “fluffy” metrics like “awareness” or “brand image.” Now, though, new buying behavior cuts deep into the fluff and extends the marketing arm way into the sales cycle and more sophisticated tracking tools are providing hard data on marketing’s contribution to the bottom line. Clearly, marketing is becoming busier (and less fluffy) than ever. […]

What Online Sales Can Learn from Frogger

Posted on October 4th, 2013 by

Help buyers navigate a new world where time is short and stakes are high

Our constantly connected world has blurred the lines between personal, professional, and social lives, creating one big freeway of accelerating demands. Greater access to tools and information have leveled the playing field, giving individuals amped-up buying power and making it more difficult to market to people who have increasingly diverse purchasing needs as well as increasingly divided attention. […]

What To Do On Monday? #GartnerCRM

Posted on May 20th, 2013 by

I recently attended Gartner’s Customer 360 Summit in San Diego. For those who haven’t been there, the event covers new strategies and technologies that are enabling organizations to better understand and engage their customers, build loyalty and grow the business. I have to say, the event was engaging and truly focused on sharing knowledge and best practices. My takeaways are below:

Innovation lies in the grey area between chaos and order  […]

B2B and B2C are Dead, Long Live B2i

Posted on May 17th, 2013 by

New technologies are changing how we develop and deliver software, making these processes more agile and responsive. But what about buying? The same technology advances have combined to place power in the hands of a demanding new software buyer who expects personalized attention as she considers, buys and consumes a product or service. To develop a sales model that accommodates this new buyer, every software and SaaS vendor needs to understand the evolving needs of this individual buyer in detail. […]