B2B Reimagined Podcast

B2B Reimagined is a monthly podcast with a rotating host of experts. Each of whom brings decades of experience using data science to address industry-vertical specific challenges that give the critical strategic control over pricing and sales that today’s B2B companies simply must have. View all podcast episodes and read episode transcriptions.

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Featured Article

B2B Sales and Marketing in Harmony (Yes, it can be done!)

Our guest today, Aggregate Insights CEO Brady Jensen, explains how the two sides become misaligned, how to prevent or stop the blame game, and what sales-marketing harmony looks like in practice.

B2B Sales and Marketing in Harmony (Yes, it can be done!)
B2B Reimagined: Ep 21 | Pressing Questions for Parts Suppliers
Episode 21 |
Manufacturing | Pricing

B2B Reimagined: Ep 21 | Pressing Questions for Parts Suppliers

Business Solutions Consultant Tim Mohnke returns for a follow-up episode on auto parts/aftermarket manufacturing. How has the electric car trend changed the game for auto parts suppliers? How can they navigate tariffs, which are expected to continue for the foreseeable future? How can suppliers avoi...

B2B Reimagined: Ep 20 | Optimizing Contribution Margin in Food Production
Episode 20 |
Manufacturing | Pricing

B2B Reimagined: Ep 20 | Optimizing Contribution Margin in Food Production

Zilliant Chief Marketing Officer Lindsay Duran and Senior Director, Solutions Consulting Vishal Asatkar have logged many hundreds of miles visiting customers and prospects together over the years. The pair teams up again for an intensive look into the factors that drive total margin in the food prod...

From “Why?” to “How?”: eCommerce in B2B Manufacturing
Episode 19 |
Manufacturing | eCommerce | Partner

From “Why?” to “How?”: eCommerce in B2B Manufacturing

SAP’s Jonathan Burdette joins host Barrett Thompson to dissect THE compelling event of 2020 for B2B manufacturers: a forced transition to digital commerce due to COVID-19. Whereas traditionally sales reps walked the factory floor to build relationships, understand what equipment is working and what...

B2B Reimagined: Ep 18 | Introducing Zilliant Campaign Manager™
Episode 18 |
Sales

B2B Reimagined: Ep 18 | Introducing Zilliant Campaign Manager™

This week marked the official launch of Zilliant’s newest product, Zilliant Campaign Manager™. An exciting evolution, this 100% cloud-native SaaS solution takes the insights generated by Sales IQ™ to the next level by unlocking self-service capability and providing the flexibility to scope, refine a...

B2B Reimagined: Ep 17 | Electronic Components Distributors Face a Changed World
Episode 17 |
Distribution | Economic Trends | Sales | Pricing

B2B Reimagined: Ep 17 | Electronic Components Distributors Face a Changed World

Even before COVID-19 changed everything, distributors in the electronic components industry were dealing with seismic shifts. The dawn of 5G, the explosion of IoT and the ever-shortening product lifecycle combined to create complex business challenges and new opportunities to capture. The pandemic p...

B2B Reimagined: Ep 16 | What to Expect at MindShare 2020
Episode 16 |
Economic Trends | Sales | Pricing

B2B Reimagined: Ep 16 | What to Expect at MindShare 2020

This episode features a lively preview of Zilliant MindShare 2020, the premier B2B pricing and sales conference, which is going virtual for the first time on Oct. 27-29. Event MCs Barrett Thompson and Rick Chappell joined the show to explain how though the format may be new, the customer stories, th...

B2B Reimagined: Ep 15 | Speed-Accuracy-Completeness: You Can Have it All
Episode 15 |
Manufacturing | Sales | Pricing

B2B Reimagined: Ep 15 | Speed-Accuracy-Completeness: You Can Have it All

You’ve probably heard the old adage: “We can get it done right, we can get it done fast or we can do it for cheap.” For high-tech manufacturers and technology providers, the same concept applies to their quoting and offer creation processes. Most can consistently do a good job of delivering quotes w...

B2B Reimagined: Ep 14 | Commercial Challenges in Specialty Chemicals Distribution
Episode 14 |
Distribution | eCommerce | Sales | Pricing

B2B Reimagined: Ep 14 | Commercial Challenges in Specialty Chemicals Distribution

Dr. Steve Laborda, chief executive officer of ValueBizBooster, joins our show to discuss the importance of commercial excellence in the specialty chemicals distribution industry. Laborda and host Barrett Thompson diagnose the biggest challenges facing these businesses, including increased complexity...

B2B Reimagined: Ep 13 | How to Achieve Dynamic Formula Pricing
Episode 13 |
Manufacturing | Pricing

B2B Reimagined: Ep 13 | How to Achieve Dynamic Formula Pricing

When it comes to the ability to set prices that are market-driven, rather than cost-driven, specialty chemicals manufacturers consistently rank among the lowest in B2B. Because of the unique amount of transparency and raw material cost-driven pricing structure, manufacturers in this sector are usual...

B2B Distribution Trends with MDM
Episode 12 |
Distribution | Sales | Pricing

B2B Distribution Trends with MDM

Modern Distribution Management (MDM) is the leading information resource for executives in the wholesale distribution business. MDM’s annual reports and periodic surveys provide an unparalleled snapshot into the distribution market, including pricing and sales trends, market share data and deep indu...

B2B Reimagined: Ep 11 | Virtual Roundtable: Oracle CPQ + Zilliant
Episode 11 |
Partner | Sales | Pricing

B2B Reimagined: Ep 11 | Virtual Roundtable: Oracle CPQ + Zilliant

The Configure, Price and Quote (CPQ) market has exploded in recent years, as businesses embrace smarter technology to empower their sales reps to build better offers and close more deals. Zilliant has teamed up with Oracle, a market leader in CPQ, to infuse scientific price guidance, price segmentat...

B2B Reimagined: Ep 10 | The Shifting Role of Sales in a COVID-19 World
Episode 10 |
Economic Trends | Sales

B2B Reimagined: Ep 10 | The Shifting Role of Sales in a COVID-19 World

The role of a traditional B2B field seller, and the sales process itself, has fundamentally changed in a post-pandemic world. With buyers and sellers transitioning to remote work, B2B eCommerce on a meteoric rise and Zoom calls replacing shop floor visits, companies have adapted on the fly with vary...

Pricing Complexities in the Spare Parts Market
Episode 9 |
Distribution | Manufacturing | Sales | Pricing

Pricing Complexities in the Spare Parts Market

Auto and heavy-duty truck parts distributors operate in a “pizza delivery model,” in which the goal is to be the first call on a garage’s list and to be able to deliver in 30 minutes or less. These distributors service many independent garages and must maintain inventory, get parts there fast and co...

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