Content Library

ISBM Member Case Study – Marmon’s Journey to a Strategic Marketing Framework (Beth Sulentic)

This presentation will talk about the journey Marmon Holdings is taking to become a B2B marketing company. It will focus on the structure they are creating to allow their 100+ decentralized business have the tools, trainings, and best practices to grow in their respective areas. Beth will also touch on the future vision Marmon has created and their roadmap for continuing to build out their commercial capabilities. Presentation from the October 2021 ISBM Members Meeting.

November 9, 2021

B2B Research Webinar Series – 1. Complexity of Trust & 2. B2B Networks

This presentation is on two B2B Handbook Chapters: The Complexity of Trust in B2B Relationships (Scheer) and Control and Coordination in B2B Networks (Wuyts & Van den Bulte) on October 22, 2021.

November 8, 2021

B2B Research Webinar Series – 1. Marketing Metrics & 2. Empirical Approaches on Endogeneity

This presentation is on two B2B Handbook Chapters: Marketing Metrics (Srinivasan & Hasan) for B2B Firms and Empirical Approaches for Addressing Endogeneity in B2B Research (Saboo & Anand), on October 8, 2021.

November 8, 2021

Revenue Era 2.0 – Why B2B Purchasing Looks More Like B2C Post Pandemic

For B2B firms, the importance of customer convenience considerations will continue to grow post-pandemic.

November 5, 2021

Predictions 2022: This Is A Year To Be Bold

The rapid changes in the B2B landscape brought forth by the COVID-19 pandemic will continue in 2022, with Forrester making five key predictions relevant to business leaders.

November 1, 2021

The Sales Playbook of Successful B2B Teams

A B2B selling “playbook” can provide a helpful structure to increase the effectiveness of sales teams.

October 27, 2021

How industrial companies can put e-commerce at the heart of their growth strategy

Industrial companies increasingly see the benefit in having robust e-commerce platforms, but several key questions must be asked as they begin advancing into a more digital domain.

October 18, 2021

Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End (Atefi et al. 2020)

In sales negotiations, building trust at the beginning of an interaction can lead to significantly higher back end revenue.

October 11, 2021

B2B Customers Expect More Than Ever. Demand Centers Can Help.

Demand centers can provide a valuable service for B2B marketers, but their adoption often requires a redefinition of sales and marketing team roles within organizations.

October 5, 2021

2021 ISBM B2B Trends Study

The goals of the 2021 ISBM B2B Trend Study© are (1) to identify research priorities for the academic B2B marketing community and (2) to guide course content and other offerings for the corporate ISBM community.

October 1, 2021

B2B Pulse: Content Library

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