B-to-B

Boxed's B2B Head on Selling to Businesses, Leadership, and Hiring Best Practices
April 30, 2018 at 11:22 am

In episode 142 of Total Retail Talks, Total Retail's Editor-in-Chief Melissa Campanelli interviews Neel Madhvani, head of B2B and spirits at Boxed, the online, membership-free wholesale retailer that offers direct delivery of bulk-sized packages. The interview covers a wide range of topics, including Boxed's B-to-B strategy; best practices and advice for retailers interested in adding a B-to-B channel;…

Boxed Believes New Hire Will Help Drive B-to-B Growth
January 4, 2018 at 2:57 pm

This past fall, Boxed, the online-only wholesale shopping club, announced the hiring of Neel Madhvani as its new head of sales. Madhvani will be responsible for building a B-to-B sales team at a time when businesses are accounting for a growing portion of Boxed's revenues. Madhvani has experience in this area, as he joins Boxed…

Office Depot Launches Business Services Platform for Startups
November 8, 2017 at 12:20 pm

Office Depot announced the launch of BizBox, its new business services platform that will provide startups and small businesses access to the core services needed to start and grow their businesses through a convenient subscription. Monthly services start at $99. BizBox will simplify business decisions and operations for SMBs, and builds upon Office Depot’s previously announced acquisition…

How to Use Predictive Selling
November 6, 2017 at 11:17 am

Artificial intelligence (AI)-enabled sales technologies have made predictive selling a reality by combining data and analytics to drive sales success. AI can help salespeople prioritize leads and make relevant product or service recommendations using data science to provide guidance. This frees sales teams to focus on the art of sales and build relationships that lead…

Start At the Top to Optimize Your B-to-B E-Commerce LTV
September 26, 2017 at 11:27 am

Most companies think of optimizing lifetime value (LTV) as a post-sale initiative, for example, focusing on activities such as expansion, retention and upselling. This may sound like a reasonable strategy, but waiting until after a prospect becomes a customer is a mistake when it comes to increasing average lifetime account value. In reality, optimizing LTV…

B-to-B Retailers Increase Tech Spending to Keep Pace With Amazon
September 12, 2017 at 12:29 pm

As Amazon.com grows its business through technology, spending on the latest and greatest tools to optimize the customer experience, from product discovery through delivery and post-purchase, other retailers have been left behind. In order to catch up to and eventually surpass Amazon, retailers are analyzing their own businesses to see where well-spent investments can help…

Amazon Driving E-Commerce Sales for B-to-C, B-to-B Retailers
August 29, 2017 at 1:29 pm

While Amazon.com may be a thorn in the sides of many B-to-B and B-to-C retailers, the reality is that a side effect of the growth and popularity of the online behemoth is that other retailers’ e-commerce sales are increasing as well. A rising tide lifts all boats, right? This a was a key finding from…

Is Amazon Taking More Market Share From B-to-B or B-to-C Retailers?
August 24, 2017 at 12:13 pm

It's no secret Amazon.com has had a huge influence on the retail industry. Just today it was confirmed that its acquisition of Whole Foods would move forward, further expanding not only its online presence, but offline footprint as well. Over the past few weeks, we've been diving into Total Retail’s survey and report, The Amazon Effect:…

How B-to-B and B-to-C Brands Differ on Their View of Amazon
August 22, 2017 at 9:20 am

Amazon.com has had a major influence on the retail industry and how brands have had to react to the online leader, from the cost and speed of shipping to technology spend. In Total Retail’s survey and report, The Amazon Effect: How Retailers Are Adapting Their Businesses to Better Compete With the Industry Leader, respondents shared…