--- title: Business to Business Revenue Blog | Customer Relationship Management description: Customer Relationship Management | 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) ## [B2B Leadership Strategy: Driving Growth by Asking Better Questions](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/B2B-leadership-strategy-asking-better-questions.jpeg)](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions) Think about the last obstacle your company overcame. Now think about the last opportunity your company seized effectively. What do they have in common? The answer could be any number of things really, but I would bet that one key similarity is how decision-making was approached in both scenarios. Whether it’s making decisions to meet challenges or capitalizing on new prospects, asking the right questions plays an integral role – who you talk to, what you ask, how and when you ask, what the communication loop looks like as the topic is discussed, and what the outcome is after asking. Questions play a vital role in every facet of an organization. Whether it’s marketing, sales, forecasting, finance, product research and development, operations, or overall strategic planning, questions are the cornerstone of running a successful business. Let’s discuss why and what you can do to improve your question asking to be a better leader! [Continue Reading](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions) [0 Comments](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [Leadership](https://www.resultist.com/blog/topic/leadership) [Strategy](https://www.resultist.com/blog/topic/strategy) [B2B](https://www.resultist.com/blog/topic/b2b) [Training](https://www.resultist.com/blog/topic/training) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Professional Development](https://www.resultist.com/blog/topic/professional-development) - [Tweet](https://twitter.com/share) ## [Becoming A Thought Leader Post COVID](https://www.resultist.com/blog/becoming-a-thought-leader-post-covid) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/becoming-a-thought-leader-post-covid.jpeg)](https://www.resultist.com/blog/becoming-a-thought-leader-post-covid) “Thought leadership” has officially found its place in the content marketing buzz word hall of fame. With more brands trying to become thought leaders, there are now countless resources on how to become a thought leader (some better than others!). But what many of these resources fail to address is why thought leadership is so important these days and how to rise above the noise. [Continue Reading](https://www.resultist.com/blog/becoming-a-thought-leader-post-covid) [0 Comments](https://www.resultist.com/blog/becoming-a-thought-leader-post-covid#comments-listing) Topics: [Leadership](https://www.resultist.com/blog/topic/leadership) [Networking](https://www.resultist.com/blog/topic/networking) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Business Development](https://www.resultist.com/blog/topic/business-development) [Professional Development](https://www.resultist.com/blog/topic/professional-development) [Inbound Marketing](https://www.resultist.com/blog/topic/inbound-marketing) - [Tweet](https://twitter.com/share) ## [Shifting Buyer Priorities: Understanding the B2B Landscape    in 2021](https://www.resultist.com/blog/shifting-buyer-priorities-understanding-the-b2b-landscape-in-2021) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/shifting%20buyer%20priorities_understanding%20the%20B2B%20landscape%20in%202021.png)](https://www.resultist.com/blog/shifting-buyer-priorities-understanding-the-b2b-landscape-in-2021) 2020 saw the biggest shift in B2B buying, selling, and marketing in recent history. What was originally speculated to be a temporary pivot ended up being a cataclysmic shift in how revenue is generated in B2B organizations. The trends and strategies that emerged have permanently altered the future of B2B buying. The biggest change to the B2B landscape over the last year has been the move to digital selling strategies. Digital is now the preferred contact and buying method for B2B buyers to do research, order products, and schedule service. And like many of the changes we have seen arise in 2020, the digital trend does not appear to be going anywhere any time soon. In fact, [80% of B2B buyers](https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/these-eight-charts-show-how-covid-19-has-changed-b2b-sales-forever) want to stick with digital interactions (remote interactions and digital self-serve) in 2021 and beyond. [Continue Reading](https://www.resultist.com/blog/shifting-buyer-priorities-understanding-the-b2b-landscape-in-2021) [3 Comments](https://www.resultist.com/blog/shifting-buyer-priorities-understanding-the-b2b-landscape-in-2021#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) [Technology](https://www.resultist.com/blog/topic/technology) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Business Culture](https://www.resultist.com/blog/topic/business-culture) [Business Development](https://www.resultist.com/blog/topic/business-development) - [Tweet](https://twitter.com/share) ## [Business Networking - How Do You Make Connections in a Virtual World?](https://www.resultist.com/blog/business-networking-how-do-you-make-connections-in-a-virtual-world) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/business%20networking_make%20connections%20in%20a%20virtual%20world.png)](https://www.resultist.com/blog/business-networking-how-do-you-make-connections-in-a-virtual-world) A [study on remote work](https://www.xant.ai/resources/things-you-should-know-about-remote-work-for-sales-professionals/) from Xant summarizes its findings in saying, *“Sales teams are facing unique challenges – not only are they working from home, but their customers are too. They are adjusting to remote work, fighting distraction, and also facing an out of sight, out of mind mentality with their leads and potential customers.”* In fact, their research reveals that sales teams are reporting their top challenge right now as the “inability to communicate or connect with customers.” But salespeople are not alone. Remember, anyone meeting someone new right now is doing so virtually. Everyone is in the same boat trying to navigate making virtual connections with new people both professionally and personally. And while some have felt natural, like messaging potential collaborators over social media, others have not, like [going on a first date via video call](https://www.youtube.com/watch?v=vTtjjtYYDiQ). Our current normal has changed how we connect with new people. For introverts, this shift has been a welcome change, whereas extroverts have typically [found it harder to adapt](https://www.shrm.org/resourcesandtools/hr-topics/employee-relations/pages/viewpoint-introverts-and-extraverts-in-the-time-of-covid-19.aspx). However, removing the in-person aspect of making a new connection does not change the reasoning behind connecting in the first place. Ultimately, the methods to meet new people may have changed, but why we connect is still the same. New introductions require a genuine desire to offer something of value, listening, nurturing the connection, and following-up, whether the relationship is sales-related or not. The people that aim to engage, understand, and build trust will succeed whether they are connecting with other people online or offline. [Continue Reading](https://www.resultist.com/blog/business-networking-how-do-you-make-connections-in-a-virtual-world) [0 Comments](https://www.resultist.com/blog/business-networking-how-do-you-make-connections-in-a-virtual-world#comments-listing) Topics: [Networking](https://www.resultist.com/blog/topic/networking) [Guerrilla Marketing](https://www.resultist.com/blog/topic/guerrilla-marketing) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Recruiting](https://www.resultist.com/blog/topic/recruiting) [Business Development](https://www.resultist.com/blog/topic/business-development) [Professional Development](https://www.resultist.com/blog/topic/professional-development) [Social Media](https://www.resultist.com/blog/topic/social-media) [Inbound Marketing](https://www.resultist.com/blog/topic/inbound-marketing) - [Tweet](https://twitter.com/share) ## [Pros and Cons of Professional Gift Giving (and Gift Ideas)](https://www.resultist.com/blog/pros-and-cons-of-professional-gift-giving-and-gift-ideas) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/Pros-and-Cons-of-Professional-Gift-Giving.jpg)](https://www.resultist.com/blog/pros-and-cons-of-professional-gift-giving-and-gift-ideas) Gift giving can be a challenge. While some say, "it's the thought that counts" with a gift, you want to avoid being the subject of a statement along the lines of, "What were they thinking?" With the holidays approaching, you may be faced with the annual conundrum of figuring out who you should send gifts to and what the appropriate parameters are for gift giving. You aren't the only manager struggling with this issue. Before you start shopping for those client and associate gifts, here are a few of the pros and cons of professional gift giving as well as some tips that can help you make the right choices this year. We've thrown in a few professional gift ideas to get you started. [Continue Reading](https://www.resultist.com/blog/pros-and-cons-of-professional-gift-giving-and-gift-ideas) [7 Comments](https://www.resultist.com/blog/pros-and-cons-of-professional-gift-giving-and-gift-ideas#comments-listing) Topics: [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Business Culture](https://www.resultist.com/blog/topic/business-culture) - [Tweet](https://twitter.com/share) ## [Sales vs Marketing - From the Customer’s Point of View](https://www.resultist.com/blog/sales-vs-marketing-from-the-customers-point-of-view) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/Sales-vs-Marketing-From-the-Customers-Point-of-View.jpg)](https://www.resultist.com/blog/sales-vs-marketing-from-the-customers-point-of-view) Customers have a unique perspective in the classic sales versus marketing battle because they are what both teams are fighting over. However, instead of feeling honored that both teams want to win their favor, the battle has a high probability of turning them off and driving them away.  Paradoxically, pulling on a customer from each side only serves to push them away from both. [Continue Reading](https://www.resultist.com/blog/sales-vs-marketing-from-the-customers-point-of-view) [0 Comments](https://www.resultist.com/blog/sales-vs-marketing-from-the-customers-point-of-view#comments-listing) Topics: [Leadership](https://www.resultist.com/blog/topic/leadership) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Sales](https://www.resultist.com/blog/topic/sales) - [Tweet](https://twitter.com/share) ## [Pros & Cons of Business Networking - Waste of Time or a Gold Mine?](https://www.resultist.com/blog/pros-cons-of-business-networking-waste-of-time-or-a-gold-mine) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/business-networking-pros-and-cons.png)](https://www.resultist.com/blog/pros-cons-of-business-networking-waste-of-time-or-a-gold-mine) > *Nobody wants to have a ‘networking conversation,’ especially those who are at the highest levels of business. They are hungry for real conversations and real relationships. It has to be authentic, genuine and sincere.”  -  *[Rich Stromback](http://en.wikipedia.org/wiki/Richard_Stromback) Even with a plethora of information, books, classes and generous experts, rooms are full of people who have yet to develop excellent communication skills (and who you prefer to avoid).  [Continue Reading](https://www.resultist.com/blog/pros-cons-of-business-networking-waste-of-time-or-a-gold-mine) [1 Comment](https://www.resultist.com/blog/pros-cons-of-business-networking-waste-of-time-or-a-gold-mine#comments-listing) Topics: [Leadership](https://www.resultist.com/blog/topic/leadership) [Networking](https://www.resultist.com/blog/topic/networking) [B2B](https://www.resultist.com/blog/topic/b2b) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) - [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) [All Posts](https://www.resultist.com/blog/all) [Next Page](https://www.resultist.com/blog/topic/customer-relationship-management/page/2) ### 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)