Featured Whitepaper
Read this whitepaper to discover five critical margin and revenue-driving strategies for inflation and beyond.
Media and advertising companies are no strangers to seismic change of the external variety. Having contended with a market-wrenching pandemic, ongoing audience fragmentation, changing viewer habits and outmoded sales processes, it’s time to make some major internal changes.For most in the business,...
The maintenance, repair and overhaul (MRO) and industrial distribution industry is both large and growing steadily. Despite this positive outlook, MRO distributors are challenged from many angles when it comes to retaining and growing their market share.There are several factors hindering MRO compan...
As inflation rates remain stubbornly high across the globe and the threat of a recession looms, B2B companies that rely on manual tools and outdated processes are at a significant disadvantage. Companies that aren’t equipped to make pricing adjustments with speed and precision risk margin or volume...
Zilliant recently hosted a webinar featuring guest speaker Seth Marrs entitled, “Driving Sales & Customer Engagement with Revenue Operations & Intelligence.” This document features an extended Q-and-A with Seth Marrs based on the webinar where he answers key questions related to applying thi...
Deal management encompasses every aspect of the agreement lifecycle – from negotiation to creation to updates to renewals. Agreements exist in most B2B companies, and can be managed in a variety of ways: everything from manual and ad-hoc to fully automated, centralized cloud-native systems. These pr...
Every B2B sales team – from VP to operations manager to field rep – is under tremendous pressure to win new business, fend off competitors, and grow existing customer revenue. New, and sometimes competing, corporate objectives and large books of business make it difficult to prioritize efforts or ke...
Four Strategies to Combat Inflationary Pricing PressuresWhether inflation proves to be a short-term phenomenon or a prolonged reality, B2B companies must react swiftly and wisely. Those who are not using a data-driven pricing approach risk letting this (hopefully) short-term crisis put them at a lon...
Imagine peering into the day-to-day pricing negotiations of a B2B company – whether it be an electrical products manufacturer, a high tech manufacturer, a shipping or transportation provider, a medical products distributor, an auto parts distributor, or even a staffing services company – what dynami...
Most B2B food producers face a massively complex environment typified by hundreds of products and customers, increasing competition, raw material cost volatility, constantly fluctuating futures, logistical complexity and pragmatic capacity constraints.Capacity-allocation decisions and pricing decisi...
The maintenance, repair and overhaul (MRO) and industrial distribution industry is massive and continues to grow at a steady pace. Despite this positive outlook, individual MRO distributors aren’t short on their own challenges when it comes to retaining and growing their market share. There are se...
The building products / construction industry is more visibly representative of the health of the economy than any other. The avatar of the Great Recession may well be images of doomed projects on abandoned construction sites. As such, it’s unavoidable for leaders of building products distributors t...
Ensuring profitability in the electrical products manufacturing industry is a complicated matter. Complex, lengthy sales processes, raw material cost volatility and cumbersome negotiation processes each provide openings for margin loss.Access this whitepaper to dive into the dynamics that drive each...
Tension between the sales and pricing departments in a B2B organization is nothing new. In fact, it's a natural byproduct of the often contrasting incentives that drive each group. While sales is focused on hitting revenue targets through volume selling, pricing analysts are motivated to ensure high...
Read this white paper to learn how AI-enriched software solutions improve B2B sales performance and productivity.Predictive sales analytics that can operationalize insights within a business change the game for B2B sales effectiveness teams.
The way in which a B2B company prices its products and services is now recognized as the best lever available to grow profits and is key to delivering a best-in-class customer experience in a digital omnichannel world. These realizations should elevate the pricing function and grant pricing professi...
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