The logistics of business travel can be nightmarish, especially when productivity is most crucial, which is business as usual for today’s business-to-business (B2B) sellers. On the surface, million-mile platinum status is evidence of rock-star sellers who are willing to jump on a plane at a moment’s notice to build new and enrich existing relationships on behalf of their firm. But what about when prospects and customers don’t want to see you?
Whether it’s increasing workloads, the ability to be more efficient by participating in remote meetings, or the fact that buyers prefer to self-educate in the early phases of the evaluation process, today’s B2B buyers are less inclined to take sales meetings. Many don’t want to engage directly with sellers until they are further along with their own self-discovery. And when they do, expectations are high for sellers to show up in an advisory capacity and provide consultative expertise.
How then can you be present as a recognized expert with prospects and customers who want to spend less time with you? Mary Shea’s newest report, “Add Social Selling To Your B2B Marketing Repertoire,” explains how B2B sellers who add social selling activities to their daily routine can do this — and much more.
If you’re in a B2B environment, you’ve undoubtedly noticed the changing behaviors of your customers in recent years. As a result, technologies have shifted their focus to get closer to the customer and I'm not talking about just CRM or SFA. With a flurry of acquisitions and new entrants to the CPQ market popping up regularly, we decided to tighten the aperture and evaluate the top 11 CPQ vendors in The Forrester Wave™: Configure-Price-Quote Solutions, Q1 2017. These vendors do the most to address the rising, empowered B2B buyer. Below are some of the key findings from the report:
Customer and buyer experiences become a priority. CPQ is not about engineers. It’s not even about sellers anymore. CPQ is about the customer, and in this case that means both the end buyer of your products and the customers of your technology (indirect channels selling on your behalf) expect easy and effective interactions. CPQ is now a key enabler to delivering a high quality customer experience.
CPQ has no channel limitations. CPQ is not, I repeat, is not a back office solution anymore. It’s long addressed the needs of front line sales reps, and now it extends its functionality to all available channels. This means companies can extend the same business rules and logic to indirect channels (i.e. partners, dealers, distributors, etc.), customer service reps, eCommerce sites, and even emerging channels like IoT devices.
B2B brand management has come a long way from its roots in consumer packaged goods and has gradually branched out to play an equally central role in B2B markets. B2B CMOs are just as invested in bettering their brands as B2C. No longer relegated to industry rags and trade shows, B2B marketing is entering a new age, with firms like CA Technologies, General Electric, and IBM in the vanguard. At a Forrester event, General Electric CMO Linda Boff remarked that GE is often the first brand —not just the first B2B brand —on platforms like Pinterest, Snapchat, and Vine.
But are most B2B brands successful in following in the footsteps of these trail blazers? Forrester research with over 1,000 B2B and B2C decision-makers reveals mixed results. Here's the good news: B2B CMOs include Brand in their top three priorities and consider Brand Management to be the strongest skill set in the department. But here's where it gets ugly: 25% of B2B CMOs consider Brand Awareness an important marketing metric; only 15% believe Brand Equity is important.
This chasm between awareness and equity, which also exists for B2C brands, can prove particularly vexing and stubborn for B2B because of some commonly held misconceptions:
Brand matters more for B2C (a lingering notion despite being soundly dispelled)
The role of brand (in a traditional sales-driven culture) is to drive awareness and fill the mouth of the funnel (the reality points to a vital role in securing choice and loyalty)
Brand Equity is amorphous, eludes specification, and hence best avoided (there exist many robust quantitatively-specified equity models)
Wally Ollins, of Wolf Ollins fame and a legend of sorts in the branding world, didn’t look too kindly upon brand measurement. "There are too many people," he said "... who are fed the rubbish that if you can't analyze it - if you can't chew it up into numbers - it doesn't exist." Not one to mince words, he continued, "I deeply reject all that and find it to be a contemporary version of witchcraft." It's hard to argue with Wally; somewhere along the way doctrine and data have dulled the notion that brand is, to quote JetBlue's CEO, "the way we feel."
The Inevitability Of Measurement
David Aaker is a legend of sorts as well in the branding world, and a lot of his work centers on brand equity. David writes of brand as an asset. And as an asset, it is must withstand financial scrutiny and ROI justification. CMOs may know it in their hearts, but CEOs and CFOs must see it on paper. That leaves us with the unenviable task of calculating the incalculable. Many have rushed forward to meet this challenge. I describe various measurement techniques in detail in my new report for Forrester clients: Branding Never Sleeps; a brief summary appears below.
Four Measurement Streams
The nitty gritty of brand performance is relatively easy to measure using survey, operational, and transactional data
Near-real time brandsentiment can be captured by social listening, although skewed samples and lack of established frameworks muddy the water
Perception can be surveyed, but traditional ask-and-tell tracking of emotions is fraught with problems; neuromarketing offers some emerging and exciting avenues
It's not about whether brands have value. It's about how to manage the value.
Twilight Of The Brands
In early 2014, our profession faced an existential crisis. The end was near, said James Surowiecki, in his New Yorker article, "Twilight Of The Brands." Look at Lululemon, he cried. The cult-like athletic wear brand was reeling from product failure and leadership indelicacies. And he referenced new research that said consumers were "supremely well informed," and did not need to "rely on logos" to determine value.
In The Pink Of Health
Turns out Surowiecki wasn't so well informed after all:
More is not better. It is true that the digital age brings with it more information about brands. More than many would care for, really. And therein lies the rub – this tsunami without filter or curation does little to clarify and more to confuse.
Brands signify more than information. The idea of brand as a signal of value is valid, although simplistic. More information may bridge quality and trustworthiness gaps, but a brand is much more. It conveys an emotional connection. Information plays no role in sipping a Coke or running in Nike.
Today’s business marketers and their prospects are engaged in a frustrating content “dating” game. To get the content they want – and avoid the inevitable follow-up sales call or nurturing emails – more and more buyers are populating your gating forms with false, incomplete, or non-business information. They get the whitepaper, but all you get is another useless “lead.”
To assess the current state of content gating and uncover innovative solutions to this problem, we reviewed 35 B2B websites and interviewed 15 B2B marketing practitioners across four industries, the results of which are available in my latest report, entitled Unlock Content Gates To Support Self-Educating Buyers. Here are a few of the high points:
Gating practices vary across industries, but the pendulum is clearly swinging back to more open access. The early adopters of content marketing have learned the hard way that too many forms too early in the buyer’s journey do more harm than good.
Business marketers have reached a consensus on what content to gate and not gate. The dividing line is determined by the buyer’s need and purpose, whether they are in education mode or seriously evaluating your offering.
To improve the buyer’s experience, innovative marketers are experimenting with progressive profiling, personalizing content based on form data, augmenting minimalist forms with third-party data, and even profiling anonymous site visitors before they fill out a form.
Everybody is telling us this: Today's modern B2B buyer is soooo empowered! Well, that’s because they can use digital and mobile channels to get access to competitive, pricing, reference and other information they need. Not only that, they even prefer to transact anywhere, anytime, and anyhow they want. So, the pressure is on for sales people to raise their game. Those who can only communicate in terms of product and service capabilities will see their messages fall flat.
Go-to-market leaders that fail to empower their sellers will see their selling organizations commoditized by those that do and their businesses surpassed by disrupters. While change is clearly afoot - I can’t think of a more exciting time to be in Sales! B2B sellers who embrace change, who are adroit at leveraging new technologies to support more contextual engagements, and who seek out less cluttered channels such as social - will not only remain relevant but will be wildly successful!
To hear and see more, watch the below Animated Interview And Podcast with Chad Quinn, President and Founder of Ecosystems.
While much of the glitz and glam around customer experience has orbited around B2C organizations, Forrester believes that the imperative shift toward customer experience and subsequently, customer centricity, is creeping into the B2B space – sooner than we might expect.
Recognizably, there are inherent challenges in distributing through channel partners, not the least of which is a lack of direct contact with end customers and the complexity of trying to manage experiences that cannot ultimately be controlled. All of which pose sizable obstacles to CX professionals in such organizations. My most recent report describes six principles and examples that companies selling via channel partners should consider to better manage their prescribed end user experiences so as to align with the company’s CX strategy.
Here are several of the key collaborative principles that can help B2B companies foster better partner alignment:
· Apply B2C tools to understand your partners. More and more firms are creating B2B personas from stakeholder maps, co-creating customer journey and empathy maps with their channel partners, and implementing voice of the partner (VoP) programs to capture CX sentiment from their intermediaries.
By breaking the marketing technology landscape into two basic categories -- systems of insight and systems of engagement -- the report both organizes an increasingly complex technology landscape and gives concrete examples of the types of solutions available to marketers today.
Are you working as a CX pro in a B2B company? And do you find it challenging to make the case for your CX program? You are not alone.
In fact, many CX pros in B2B companies we spoke with struggled to get funding for their efforts --because they can't isolate the role of CX in driving financial success, they lack insight into how different clients’ experiences affect purchasing decisions, or they don't gather sufficient data about these experiences.
CX professionals managed to overcome these challenges by creating the preconditions for success. Following their lead, you should:
Rethink metrics and analytics to link CX to financials. CX pros need to look beyond the usual metrics like revenue or NPS to find the metrics that help link CX to business success.. For example food packaging company Tetra Pak found that a custom partnership index was a better predictor of sales and volume growth than other metrics they tested.