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 rise of B2B influencers, particularly on LinkedIn, is a trend worth noting and a marketing approach worth examining for B2B firms.
For newly hired salespeople, decentralized onboarding programs may provide significant performance benefits over centralized programs.
Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.
Building confidence and communicating clear expectations to buyers are cornerstones to creating trust for B2B firms.
To weather economic downturns, B2B sales leaders must focus on several key strategic areas.
The growth of online B2B selling will necessitate firms that firms adopt even more data-driven selling techniques in the near future.
Although mergers and acquisitions can create value for firms, their potentially negative impact on customer satisfaction requires attention.
With consumers increasingly preferring self-guided purchase journeys, producing engaging firm-generated content has become more important than ever.
Customer satisfaction is a key outcome in the B2B domain, and specifying the essential attributes that comprise it should be a priority for firms.
An effective B2B software as a service marketing strategy is comprised of purposeful actions at four key stages.
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