As summer gives way to fall and we enter the final months of 2021, it’s a good time to take a look back at our most-read blog posts to date. The Zilliant Blog is updated twice weekly and covers a wide range of topics – from price optimization and management to rebates to sales effectiveness to industry-specific trends to B2B best practices and more.
There was fierce competition to get into this top five list of the most-read blogs published in 2021. Take a look at which ones made the cut and be sure to bookmark this page for more great content each week:
January 14, 2021
Regional Sales Director Paul Umpleby started off the year with a frank question for our readers:
“Be honest with yourself. How many accounts have you lost in the last 12 months where you had no indication that things were about to churn?”
Coming off an unprecedented pandemic year in 2020, this post addressing the always-important B2B consideration of customer churn resonated even more powerfully. As we faced economic uncertainty and ongoing public health concerns, Umpleby’s timely entry spelled out three churn-prevention tactics made simple, and automated, by Zilliant Sales IQ™.
March 2, 2021
What is dynamic pricing? Well, it depends on who you ask. The buzzy concept tends to become an umbrella term for many different capabilities. We put it simply:
“Dynamic pricing means that your customers see prices that are relevant to market and channel conditions at any given point in time.”
This long form blog dives deep into the topic of dynamic and real-time pricing in a B2B context. Learn why companies must adopt a dynamic strategy in order to keep pace with highly volatile business triggers and power a consumer-like experience across channels.
April 22, 2021
We took a hard look at the complex process of customer agreement management in B2B with this explainer post. Every B2B company has customer-specific price lists in some form or fashion, but still the process for negotiating, price-setting, updating and renewing these agreements is typically messy.
Learn about how cloud-native deal management software replaces manual management, in turn simplifying the process. Companies get back valuable time, solve volume compliance challenges, align their customer-specific pricing with the market, better adhere to company pricing strategy, and more.
July 22, 2021
Director of Product Management Brian Hirt penned this blog post, the first of a three-part series this summer, to illuminate the state of B2B sales and how digital disruption impacts sales teams. His client and prospect conversations have lately surfaced three key questions:
How do we capture opportunity amid an environment with increasing digital sales interactions?
How do we take advantage of the operational and force multiplying benefits of digital, without missing out on a growing revenue pie?
How do we effectively communicate rapidly changing corporate strategies to the field in a way that ensures consistent execution?
August 10, 2021
Rebates and other off-invoice incentive programs: every B2B business offers them, very few have mastered the process. In this post, we defined the rebate landscape, highlighted the factors that make rebate management so challenging and introduced a better way.
Read this essential article to understand how the right rebate management solution works for each of the many stakeholders in a given business. Drive more brand loyalty while improving top-line sales and margin performance.