B2B Pulse: Content Library

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.

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Open doors

How More Accessible Information Is Forcing B2B Sales to Adapt

B2B buyers are not longer “information seekers” but have become “super experts”. This Harvard Business Review article explains how B2B sellers need to align their selling approach to the buyer who is increasingly independent and highly informed. Smart sellers will find a solution that is consistent yet customized.

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people standing in front of whiteboard

Negotiating Without a Table

An in-depth look at how to approach negotiating when you aren’t sitting across a table from your counter part. What is the impact of ‘e-negotiating’? What is the best virtual platform to choose? What are the psychological implications and risks to avoid?

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blockchain letters

Which Problems to Solve With Blockchain Technology

Knowing how blockchain technology can support organizations’ strategies is important to avoid making costly investments – and to avoid missing out on valuable opportunities. In this article, Toppo Felin and Karim Lakhani describe the basic distributed digital ledger technology underlying blockchain. Next, the authors describe which types of problems can be solved with blockchain technology. Examples include payment for intellectual property rights, the establishment of historical ownership of tangible products, and the tracing of raw materials and components across the supply chain.

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Addressing Society’s Sustainability Challenges

Just over a week ago, the Yale School of Management organized their Business Sustainability Summit to commemorate the 50th anniversary of Earth Day. The conference was held virtually as a result of the COVID-19 pandemic. Several business leaders shared details on the sustainability initiatives deployed at their organizations.

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What Sets Growth Leaders Apart From Growth Laggards?

What distinguishes growth leaders from growth laggards? In this interview, George Day and Gregory P. Shea discuss how organically growing firms successfully attract, nurture, and retain innovation talent. The commitment to innovation is ingrained in a firm’s culture and organizational structures and processes. Innovation talent is drawn to organizations with these characteristics. 

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covid-19

3 Biases That Shaped CEOs’ Pandemic Response

This article reports on survey research among the CEOs of over 500 Chinese firms. The research discusses three biases and how they affect CEO decision making during the pandemic. The optimism-versus-pessimism bias impacts aspects like leadership, employee engagement, and messaging. Another source of bias comes from a cost focus – as opposed to a people focus. The third aspect of this research is the short-term-versus-long-term bias, affecting survival of the firm.

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wrapped gift

Data Wrapping: A New Way to Increase a Product’s Value Proposition

Data wrapping is the practice of giving data and analytics to customers as product features and customer experiences, with the goal of increasing a product’s value proposition. The users of these data wrapping functionalities are the company’s customers – not the employees. And as this is a customer oriented feature being a part of the product offering, the product road map is lead by product owners – not IT. It is an interesting strategy to monetize data – in a way that extends the product value proposition. 

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colored gears

The Pandemic is Turbocharging Government Innovation

The pandemic has emphasized the importance of governments to work with the latest innovations and technologies available. Fighting COVID-19 requires data-derived insights and advanced technology to allow quick response to ever-changing conditions. For many government agencies – in the US and elsewhere – shortcomings have come painfully into view. Many countries have responded to the need for modernization by channeling aid packages and funds to government telework, telehealth, cybersecurity and network bandwidth projects. 

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one way sign

Does Cognitive Bias Influence Your Managerial Decision Making?

Decision making is – mostly – done by humans. And human beings are not necessarily always rational beings. Some of our business decisions are affected by cognitive and organizational biases. McKinsey has collected articles in their “Bias Busters series”, which presents articles on the most common biases and ways you can address them.

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