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

ISBM Pulse: Business Readings

Building next-generation B2B sales capabilities

To build the capabilities necessary to compete in the current digital selling environment, B2B firms must take three key actions.

April 14, 2022

Shifting From B2B to B4B Can Build a More Sustainable Business

As firms increasingly focus on more sustainable business models, an increased focus on the concept of B4B (business-for-business) may prove impactful.

April 11, 2022

State of B2B Marketing Report

The “Great Resignation,” a term coined to describe the uncharacteristically high rate of employees voluntary resigning from their jobs, has

March 29, 2022

The potential hidden in your e-commerce checkout: B2B buyers

While expanding business offerings to attract B2B buyers can untap a new lucrative market, companies must consider the unique challenges inherent in serving B2B customers online.

March 22, 2022

Five digital and analytics battlegrounds for B2B aftermarket growth

B2B firms wishing to acquire additional revenue from aftermarket products and services must consider the impact of five key “levers” that they control.

March 14, 2022

How to boost growth in industrial services: Better customer experience

While industrial OEMs face significant challenges when designing improved customer experiences, following several key principles can provide meaningful progress.

March 8, 2022

Busting the five biggest B2B e-commerce myths

As investments in e-commerce channels by B2B firms continue to rise, several misconceptions about e-commerce may still need to be dispelled.

February 28, 2022

How B2B Businesses Can Get Omnichannel Sales Right

Integrating multiple channels into an effective omnichannel approach will require B2B firms to consider five key factors.

February 22, 2022

Digital disruption: The rise of eB2B in fragmented retail

The digital revolution already exemplified in fragmented retail settings will further accelerate due to the rise of eB2B companies.

February 11, 2022

The impact of B2B VOC skills on NPD success

Increasing the voice of customer training that market-facing organization members receive can prove a critical precursor to new product organic growth.

February 7, 2022

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ISBM Pulse: Business Readings

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