ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
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.
With consumers increasingly preferring self-guided purchase journeys, producing engaging firm-generated content has become more important than ever.
An effective B2B software as a service marketing strategy is comprised of purposeful actions at four key stages.
Although B2B and B2C customers increasingly expect personalized service interactions, firms must balance this preference with data privacy concerns.
With numerous levers available to B2B CMOs with a revenue growth focus, six key actionable items have emerged from a large-scale survey.
As buyers to continue express their preferences for self-guided interactions, B2B firms must adapt their strategies.
Avoiding the pitfalls of herd mentality requires firms to be willing to explore potential reactions from multiple stakeholders.
As B2B firms continue to explore ways to grow, investing in green products may become an increasingly viable strategy.
Oftentimes, buyer-seller relationships can exhibit signs of falling apart. Knowing from where concerning signals emerge is critical.
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