--- title: Business to Business Revenue Blog | Analysis description: Analysis | The Revenue Building Blog shares information important to b2b companies. --- [![Resultist Consulting](https://www.resultist.com/hs-fs/hubfs/Resultist_Logo_RGB_xsm.png?width=230&height=61&name=Resultist_Logo_RGB_xsm.png "Resultist Consulting")](https://www.resultist.com) - [Home](https://www.resultist.com) - [Our Approach](https://www.resultist.com/our-approach) - [B2B Library](https://www.resultist.com/b2b-business-growth-resources-library) - [Speaking](https://www.resultist.com/speaking) - [Revenue Workshops](https://www.resultist.com/revenue-workshops) - [About](https://www.resultist.com/about-elizabeth-harris) - [Our Clients Say](https://www.resultist.com/clients) - [Contact](https://www.resultist.com/contact) - [Blog](https://www.resultist.com/blog) Search this site Search [BUILDING BUSINESS REVENUE - Blog](https://www.resultist.com/blog) ## [A Guide to B2B Metrics: Understanding KPIs for B2B](https://www.resultist.com/blog/a-guide-to-b2b-metrics-understanding-kpis-for-b2b) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/A-Guide-to-B2B-Metrics.jpeg)](https://www.resultist.com/blog/a-guide-to-b2b-metrics-understanding-kpis-for-b2b) Undoubtedly, you have heard the famous phrase, “You can’t improve what you don’t measure.” And yet, inherent in this quote is the misconception that the reverse is true as well – that if you measure it, you will also be able to improve it. This errant belief can cause leadership to overemphasize measuring a wide array of disparate metrics. The result is “measurement paralysis”, where true KPIs (key performance indicators) get drowned out by a cacophony of tracking and analysis. So, how can you determine which numbers are the best metrics to track? We have put together a guide to B2B KPIs to help you better understand what to look at and how to identify KPI gaps. [Continue Reading](https://www.resultist.com/blog/a-guide-to-b2b-metrics-understanding-kpis-for-b2b) [0 Comments](https://www.resultist.com/blog/a-guide-to-b2b-metrics-understanding-kpis-for-b2b#comments-listing) Topics: [B2B](https://www.resultist.com/blog/topic/b2b) [Analysis](https://www.resultist.com/blog/topic/analysis) - [Tweet](https://twitter.com/share) ## [B2B Revenue: Handling Supply Chain Disruptions](https://www.resultist.com/blog/b2b-revenue-handling-supply-chain-disruptions) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/Handling%20Supply%20Chain%20Disruptions_small-1.jpg)](https://www.resultist.com/blog/b2b-revenue-handling-supply-chain-disruptions) Globalization has given B2B companies access to a seemingly endless list of suppliers and buyers, lowering prices and shortening delivery times. That is, until a disruption is introduced into the global network that ripples through the system. Some disruptions have a more limited scope (only affecting certain industries or regions), while others have a more widespread effect. The pandemic has been the widest reaching business disruption of our time, and it is not going to be resolved anytime soon. In fact, over the last few months “supply chain” has quickly become the new trending topic that everyone is talking about. However, most B2B companies have been dealing with supply chain woes for almost two years now. And with no end in sight, they are feeling the pressure to get even more strategic with how they approach supply chain disruptions. So, how should you handle today’s ongoing supply chain disruptions… and tomorrow’s? [Continue Reading](https://www.resultist.com/blog/b2b-revenue-handling-supply-chain-disruptions) [1 Comment](https://www.resultist.com/blog/b2b-revenue-handling-supply-chain-disruptions#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [Profitability](https://www.resultist.com/blog/topic/profitability) [Strategy](https://www.resultist.com/blog/topic/strategy) [B2B](https://www.resultist.com/blog/topic/b2b) [SMART Revenue](https://www.resultist.com/blog/topic/smart-revenue) [Analysis](https://www.resultist.com/blog/topic/analysis) [Planning](https://www.resultist.com/blog/topic/planning) [Forecasting](https://www.resultist.com/blog/topic/forecasting) [Revenue Development Action Plan](https://www.resultist.com/blog/topic/revenue-development-action-plan) - [Tweet](https://twitter.com/share) ## [Understanding Revenue Operations](https://www.resultist.com/blog/understanding-revenue-operations) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/understanding%20revenue%20operations_text.jpg)](https://www.resultist.com/blog/understanding-revenue-operations) The term “Revenue Operations” is soaring in popularity these days. In fact, Chief Revenue Officer, VP of Revenue Operations, and Director of Revenue Operations are among the [fastest growing job titles](https://www.linkedin.com/pulse/rise-revenue-operations-infographic-michael-lowe/) right now on LinkedIn. But what is Revenue Operations? Does your business need it? And, if you do, how do you establish a Revenue Operations framework? Revenue Operations (or RevOps for short) is an approach that aims to align sales, marketing, and customer service teams to give them the tools and resources needed to drive predictable revenue. As Bhaskar Roy explains in an article on [the rise of Revenue Operations](https://www.forbes.com/sites/forbestechcouncil/2020/02/18/the-rise-of-revops-rethinking-the-structure-of-modern-gtm-teams/?sh=746417a04c7f), “RevOps treats revenue not as a fortunate outcome of a quality product, but like a mirror of the supply chain — a pipeline that needs to be powered by optimized business processes.” [Continue Reading](https://www.resultist.com/blog/understanding-revenue-operations) [0 Comments](https://www.resultist.com/blog/understanding-revenue-operations#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [Profitability](https://www.resultist.com/blog/topic/profitability) [Leadership](https://www.resultist.com/blog/topic/leadership) [Strategy](https://www.resultist.com/blog/topic/strategy) [B2B](https://www.resultist.com/blog/topic/b2b) [Chief Revenue Officer](https://www.resultist.com/blog/topic/chief-revenue-officer) [Analysis](https://www.resultist.com/blog/topic/analysis) [Business Development](https://www.resultist.com/blog/topic/business-development) [Planning](https://www.resultist.com/blog/topic/planning) [Revenue Development Action Plan](https://www.resultist.com/blog/topic/revenue-development-action-plan) - [Tweet](https://twitter.com/share) ## [B2B Revenue 2020 - Looking Back – and Looking Forward](https://www.resultist.com/blog/b2b-revenue-2020-looking-back-and-looking-forward) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/B2B-Revenue-2020-Looking-Back%E2%80%93and-Looking-Forward.jpg)](https://www.resultist.com/blog/b2b-revenue-2020-looking-back-and-looking-forward) 2020 will have many major events that will influence how we do business. The possibility of [recession ](https://fortune.com/2019/11/25/recession-coming-in-2020-us-economy-fortune-poll/)is still lurking in the shadows. An election of generational importance will shape America’s future. The Olympic Games should offer a summer distraction. 2020 will be tough to predict, and many say a wild ride. This is important because each person on your team has a different world view about what the future will become. Some believe there is little hope while others believe in unlimited possibilities. It is just as important for “belief in the future” alignment as it is to have the sales and marketing activities aligned. I'm looking forward to the coming year. I can’t remember a time when there has been more opportunity for new adventures. This coming year will provide more and those with the right plans, processes, and aligned teams in place will leap forward. Let’s take a look at predictions from the past… [Continue Reading](https://www.resultist.com/blog/b2b-revenue-2020-looking-back-and-looking-forward) [0 Comments](https://www.resultist.com/blog/b2b-revenue-2020-looking-back-and-looking-forward#comments-listing) Topics: [Analysis](https://www.resultist.com/blog/topic/analysis) [Trends](https://www.resultist.com/blog/topic/trends) - [Tweet](https://twitter.com/share) ## [Only Half of Americans Trust Business – What to Do About it](https://www.resultist.com/blog/only-half-of-americans-trust-business-what-to-do-about-it) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/business-trust.jpg)](https://www.resultist.com/blog/only-half-of-americans-trust-business-what-to-do-about-it)   The public’s trust in business is in a period of steep decline. However, business is not the only casualty in this modern era of skepticism and distrust. News headlines and everyday conversations reveal that trust in government, media, science, religion, law enforcement, and the judicial process are all dwindling as well. In fact, the 2018 [Edelman Trust Index report](https://www.edelman.com/post/america-in-crisis) declares, > *“In a year marked by turbulence at home and abroad, trust in institutions in the United States crashed, posting the steepest, most dramatic general population decline the Trust Barometer has ever measured.”* It goes on to say that the cumulative effect of this distrust has negatively affected the American brand domestically and abroad. Trust in American-based businesses has fallen 5% in the last year alone, adding to a disturbing downward trend that has left US businesses lagging behind their competition in other developed countries. This 5-point drop was the largest decline of [any country surveyed](https://www.edelman.com/news-awards/2018-edelman-trust-barometer-reveals-record-breaking-drop-trust-in-the-us) globally. [Continue Reading](https://www.resultist.com/blog/only-half-of-americans-trust-business-what-to-do-about-it) [0 Comments](https://www.resultist.com/blog/only-half-of-americans-trust-business-what-to-do-about-it#comments-listing) Topics: [Brand Management](https://www.resultist.com/blog/topic/brand-management) [Analysis](https://www.resultist.com/blog/topic/analysis) [Trends](https://www.resultist.com/blog/topic/trends) - [Tweet](https://twitter.com/share) ## [How to Provide Strategic Leadership by Leveraging Customer Research](https://www.resultist.com/blog/how-to-provide-strategic-leadership-by-leveraging-customer-research) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/How-to-Provide-Strategic-Leadership-by-Leveraging-Customer-Research.jpg)](https://www.resultist.com/blog/how-to-provide-strategic-leadership-by-leveraging-customer-research) [Chief Revenue Officers (CRO)](https://www.resultist.com/blog/what-is-a-chief-revenue-officer-job-description-and-responsibilities) and Chief Marketing Officers (CMO) share a common goal: to improve a company’s brand architecture and positioning, thereby driving leads, sales, and profits. For companies that already have a solid marketing platform - and even for those that do not - understanding how to provide strategic leadership to accomplish this goal can be difficult. The following considers how to leverage [customer research ](https://blog.hubspot.com/marketing/market-research-buyers-journey-guide#sm.0000q6aq59twxelztva2qu2hei6a5)in order to improve your position as a leader and enhance brand architecture: [Continue Reading](https://www.resultist.com/blog/how-to-provide-strategic-leadership-by-leveraging-customer-research) [1 Comment](https://www.resultist.com/blog/how-to-provide-strategic-leadership-by-leveraging-customer-research#comments-listing) Topics: [Leadership](https://www.resultist.com/blog/topic/leadership) [Strategy](https://www.resultist.com/blog/topic/strategy) [Chief Revenue Officer](https://www.resultist.com/blog/topic/chief-revenue-officer) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Analysis](https://www.resultist.com/blog/topic/analysis) - [Tweet](https://twitter.com/share) ## [How to Get More Referrals](https://www.resultist.com/blog/how-to-get-more-referrals) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/how-to-get-more-referrals.jpg)](https://www.resultist.com/blog/how-to-get-more-referrals) When someone gives a referral, it is an honor and a gift. Every company wants and needs more referrals to grow profitable revenue. Referrals convert better, close faster, and have a higher customer lifetime value than any other type of lead. ### Referrals are preferred over salespeople. More and more buyers are avoiding salespeople during the buying process. Sales reps, according to [Forrester](https://www.forrester.com/report/Death+Of+A+B2B+Salesman/-/E-RES122288), tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020. ### Salespeople Must Adapt **Salespeople must adapt** to new culture and the new world of media to research, prospect, and network by sharing educational content and answering questions. As a result, they’re able to build relationships until prospects are ready to buy. "Solve the customer's problem" must become a mantra. ### Adding a B2B Referral Strategy A revenue growth plan dependent 100% on referrals will probably remain a dream, but achieving greater referral success doesn’t have to be out of the realm of possibility. If have satisfied customers who find value in your product and services and if you have a high [Net Promoter Score](https://www.netpromoter.com/know/) – you may be closer to a referral engine than you think. [Continue Reading](https://www.resultist.com/blog/how-to-get-more-referrals) [0 Comments](https://www.resultist.com/blog/how-to-get-more-referrals#comments-listing) Topics: [B2B](https://www.resultist.com/blog/topic/b2b) [Guerrilla Marketing](https://www.resultist.com/blog/topic/guerrilla-marketing) [Analysis](https://www.resultist.com/blog/topic/analysis) - [Tweet](https://twitter.com/share) ## [The Advantages of Leading Indicators vs. Lagging Indicators](https://www.resultist.com/blog/leading-indicators-vs.-lagging-indicators) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/leading-indicators-vs-lagging-indicators.jpg)](https://www.resultist.com/blog/leading-indicators-vs.-lagging-indicators) *“In strategic planning it is important to discuss key performance****indicators****(KPI). ... The first step to determining your KPI is to understand the difference between **lagging****and****leading indicators****. The second step is to define and monitor your business **indicators. Lagging** and **Leading Indicators**.”*  - May 27, 2014 - [Project Times](https://www.projecttimes.com/articles/lagging-vs-leading-business-indicators-do-you-know-the-difference.html) Both leading and lagging indicators can occur at approximately the same time and there are circumstances where the leading and lagging indicators may not be easily identified. Today we will review definitions, examples and how to recognize the differences. By doing so, we hope to help you improve Key Performance Indicators (KPIs) to make better decisions. [Continue Reading](https://www.resultist.com/blog/leading-indicators-vs.-lagging-indicators) [1 Comment](https://www.resultist.com/blog/leading-indicators-vs.-lagging-indicators#comments-listing) Topics: [B2B](https://www.resultist.com/blog/topic/b2b) [Analysis](https://www.resultist.com/blog/topic/analysis) - [Tweet](https://twitter.com/share) [All Posts](https://www.resultist.com/blog/all) ### Subscribe to Email Updates ### Recent Posts ### Most Popular Articles ### Topics - [Action Plan (13)](https://www.resultist.com/blog/topic/action-plan) - [AI (9)](https://www.resultist.com/blog/topic/ai) - [Analysis (8)](https://www.resultist.com/blog/topic/analysis) - [Assessment (5)](https://www.resultist.com/blog/topic/assessment) - [B2B (49)](https://www.resultist.com/blog/topic/b2b) - [Books (1)](https://www.resultist.com/blog/topic/books) - [Brand Management (17)](https://www.resultist.com/blog/topic/brand-management) - [Business Culture (12)](https://www.resultist.com/blog/topic/business-culture) - [Business Development (14)](https://www.resultist.com/blog/topic/business-development) - [Chief Revenue Officer (19)](https://www.resultist.com/blog/topic/chief-revenue-officer) - [Compensation (5)](https://www.resultist.com/blog/topic/compensation) - [Customer Relationship Management (11)](https://www.resultist.com/blog/topic/customer-relationship-management) - [Events (11)](https://www.resultist.com/blog/topic/events) - [Forecasting (5)](https://www.resultist.com/blog/topic/forecasting) - [Guerrilla Marketing (7)](https://www.resultist.com/blog/topic/guerrilla-marketing) - [Inbound Marketing (7)](https://www.resultist.com/blog/topic/inbound-marketing) - [Innovation (5)](https://www.resultist.com/blog/topic/innovation) - [Leadership (65)](https://www.resultist.com/blog/topic/leadership) - [Manufacturing (9)](https://www.resultist.com/blog/topic/manufacturing) - [Networking (8)](https://www.resultist.com/blog/topic/networking) - [Planning (27)](https://www.resultist.com/blog/topic/planning) - [Process (1)](https://www.resultist.com/blog/topic/process) - [Professional Development (17)](https://www.resultist.com/blog/topic/professional-development) - [Profitability (25)](https://www.resultist.com/blog/topic/profitability) - [Recommended (1)](https://www.resultist.com/blog/topic/recommended) - [Recruiting (16)](https://www.resultist.com/blog/topic/recruiting) - [Revenue Development Action Plan (23)](https://www.resultist.com/blog/topic/revenue-development-action-plan) - [Revenue Growth (78)](https://www.resultist.com/blog/topic/revenue-growth) - [Sales (9)](https://www.resultist.com/blog/topic/sales) - [SMART Revenue (15)](https://www.resultist.com/blog/topic/smart-revenue) - [Social Media (8)](https://www.resultist.com/blog/topic/social-media) - [Software (1)](https://www.resultist.com/blog/topic/software) - [Strategy (49)](https://www.resultist.com/blog/topic/strategy) - [Technology (5)](https://www.resultist.com/blog/topic/technology) - [Training (12)](https://www.resultist.com/blog/topic/training) - [Trends (9)](https://www.resultist.com/blog/topic/trends) see all topics \> ### Contact **Resultist Consulting** 1429 Avenue D, PMB 634  Snohomish, WA 98290 Call us: 206-361-4562   ### From Our Blog ### Subscribe to Newsletter ### Connect With Us © 2026 Resultist Consulting [Privacy Policy](https://www.resultist.com/privacy)