The ‘Big’ Reason Why Amazon Bought Whole Foods

Posted by Brandon Mills on Mon, Aug 07, 2017

In case you haven’t heard, Amazon is buying Whole Foods for $13.7 billion in cash. The common initial reaction to this news (mine included) was that this was just Amazon being Amazon—another example of Jeff Bezos and his company being the great digital disruptor by extending its reach into yet another traditional industry. Amazon started with books and then moved on to one industry after another. Now it was apparently time to take on the grocery business.    


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Three Lessons From Amazon Prime Day for B-to-B Sales and Marketing Leaders

Posted by John DeSarbo on Tue, Aug 01, 2017

On July 11, 2017, with much hoopla and fanfare, Amazon held its third annual Amazon Prime Day sale. During the yearly sale, which originally was held in 2015 to celebrate Amazon’s 20th anniversary, Amazon Prime members are offered discounts on a broad range of goods, from everyday household products to fashion merchandise to high-tech devices. The promotion comes during a traditionally slow period in the retail calendar, right in the middle of the dog days of summer before the back-to-school shopping season begins.


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How Data Science and Machine Learning Can Improve B-to-B Sales Organizations’ Success

Posted by Yogesh Sharma on Tue, Jul 25, 2017

As tech companies face increasing competition, more complex selling processes, fast-evolving technology and an abundance of data, increasing sales force effectiveness is a constant need. Unfortunately, current B-to-B selling is still stuck in the ’90s, when the salesperson was the first point of contact with customers. Today, by the time first contact is made, the prospect is already two-thirds of the way through his buying journey. However, recent advances in data science, machine learning and increased data proliferation are making it possible to improve sales gains.


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The Evolution of Buyer Behavior in B-to-B Technology

Posted by Jason Bell on Wed, Oct 19, 2016


Pramil Jain co-wrote this blog post with Jason Bell.

This post is the sixth in a seven-part series examining top trends that are reshaping the high-tech industry. 

Unless you’ve been sleeping under a rock for the past few years, you’ve probably noticed that customer buying behavior has been shifting from traditional channels (including sales) to digital channels. Customers are increasingly going online to inform their technology procurement decisions, and it’s happening throughout the customer journey. According to Accenture, 94% of B-to-B technology buyers do online research, and 68% have purchased goods online. It’s becoming increasingly common for businesses to make B-to-B technology purchasing decisions before they even make first contact with a sales rep. In fact, by 2020, Gartner Research estimates that customers will be managing 85% of their relationships without talking to a human.  


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Social Collaboration: Impact Through Teamwork

Posted by Alec Goldfield on Wed, Mar 23, 2016

This is the fifth post in a series based on a ZS social selling survey of 125 sales leaders.

Social collaboration refers to boosting internal best-practice sharing, deal collaboration and the dissemination of content through digital channels. It’s an integral part of working as a team in today’s workplace and can be used to augment other social selling practices, which my colleagues and I have written about in our series, “Six Building Blocks of Social Selling.”


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