Debunking the Colossal Myth of B2B Consumerization with Jason Nyhus
Release Date: 03/03/2025
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Higgle: The B2B Sales Club
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Secrets of Successful Upselling and Strong Client Relationships with Jon Peppiatt, Part 2
Higgle: The B2B Sales Club
Could the evolving landscape of marketing procurement be the key to mastering the new frontier in sales? We’re welcoming back Jon Peppiatt today, former Chairman at BBH London, for the second of a two-part episode. We explore the intricacies of AI-enabled service delivery, plus innovative pricing models that align with both agency and client goals. Jon sheds light on the historical challenges and successes of performance-related pay models and explains the bravery required in financial negotiations. We also emphasize the importance of crafting compelling commercial narratives that highlight...
info_outlineCould digital sales rooms be the game changer your sales team needs to overcome channel conflict and boost revenue?
Jason Nyhus serves as President of Shopware, a market leading open source commerce platform with over 50,000 clients, which enables retail brands to quickly scale their businesses and easily sell across every channel. He was previously SVP of sales, marketing and partnerships at Digital River. He is a highly accomplished sales, marketing and partnership leader with over 20 years of experience in ecommerce, driving revenue growth and market adoption in the technology industry. His global expertise spans various product/service types, including SaaS, E-commerce, Cloud, and B2B, as well as several customer verticals, such as enterprise software, publishing, and consumer electronics.
We’re welcoming Jason today to break down the myth of B2B consumerization and explore the unique challenges and intricacies of B2B commerce. He explains why treating B2B transactions like B2C is a strategic misstep, often resulting in unmet needs for businesses. Jason gets further into the details by shedding light on the distinct purchasing behaviours and governance that set B2B apart from B2C. We also discuss how platforms like Shopify, despite claiming to cater to both markets, often fall short in addressing the specific demands of B2B transactions.
We explore the transformative power of technology in B2B sales, particularly through digital sales rooms. These innovative tools are not just about enhancing sales efficiency, but are completely redefining how customer interactions are handled in today's digital landscape. We discuss strategies for maximizing sales through both direct and distribution channels, while addressing conflicts that often arise.
Topics covered during this episode include:
- How the myth of B2B consumerization misleads businesses and fails to meet B2B needs.
- Why treating B2B transactions like B2C is not a good approach to take.
- How platforms claiming to serve B2B and B2C often miss B2B requirements.
- Why B2B sales processes and governance differ significantly from B2C.
- How digital sales rooms can enhance sales efficiency and redefine customer interactions.
- Why empowering sales teams can resolve channel conflicts and boost overall sales.
- Why investing in sales education is crucial for economic growth and professional appeal.
- How understanding potentially underserved customers can unlock new growth opportunities.
- Why digital experiences are vital in the predominantly digital B2B buyer's journey.
- How B2B commerce platforms should focus on orchestration and customization.
- Why capitalizing expenses benefits distributors in high-volume, low-margin environments.
- Why Jason believes that curation is key when presenting offerings to clients.
Elevate your sales game by exploring transformative strategies for maximizing B2B growth in this must-listen episode!
Jason Nyhus on LinkedIn: https://www.linkedin.com/in/jasonnyhus