ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to
The ISBM Pulse content library contains archived copies of previous member meeting presentations, webinars, courses, articles/reports, and a multitude of other knowledge. This material is freely available for our ISBM members.
The use of artificial intelligence in B2B sales can bring new agility to decision-making.
The COVID-19 pandemic has necessitated the creation of B2B e-commerce platforms.
The COVID-19 pandemic has accelerated a shift from analog processes to automated and digital-first engagements with customers, a process outlined by Gartner. Mike Dickerson highlights
CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.
Collaborations between academics and practitioners in the B2B domain can yield critical insights for both groups.
Collaborative actions between peer firms can ultimately contribute to industry growth in a three stage process.
Incremental adjustments post-pandemic may ultimately prove less prudent than transformative initiatives that can re-orient business practices.
The B2B companies that focus on providing effective digital customer experiences will reap the rewards of an increasingly online B2B buying process.
Cost-cutting initiatives for B2B firms should focus on reorienting resources toward business practices that create customer value.
There are costs and benefits to firms having similar networks. These factors must be considered in new product alliances that often fail to meet their desired objectives.
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© 2020 ISBM – Institute for the Study of Business Markets