ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Although the financial footprint of midsize B2B customers is large, making headway with them requires a revised approach.
B2B buyer behavior has changed radically over the past few years, requiring firms to develop increased selling sophistication.
Accommodating the differing payment method preferences of B2B and B2C buyers can create value for B2B sellers.
Although the COVID-19 pandemic accelerated the rate at which B2B companies adopted hybrid selling approaches, the effectiveness of these methods suggests that they are here to say.
Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.
To weather economic downturns, B2B sales leaders must focus on several key strategic areas.
With numerous levers available to B2B CMOs with a revenue growth focus, six key actionable items have emerged from a large-scale survey.
Having highly involved organizational buyers can impact financial outcomes for B2B firms.
As buyers to continue express their preferences for self-guided interactions, B2B firms must adapt their strategies.
Harnessing the full potential of an omnichannel approach requires the consideration of four key strategies.
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