b2b – ISBM

B2B Sales Teams Can’t Afford to Ignore Midsize Customers

Although the financial footprint of midsize B2B customers is large, making headway with them requires a revised approach.

May 28, 2023

B2B High Performers Progress in Quest to Attain a 360-Degree View of Customers

Although many firms desire complete knowledge of all of their customers, proficiency in marketing measurement distinguishes those who succeed.

May 22, 2023

B2B Buyers Outline Their Most Valuable Content Types at Each Stage of the Purchase Journey

A recent survey of B2B buyers revealed their preferences for content type, delivery, and timing.

May 15, 2023

Horizontal Referrals in B2B Markets (Hada, De Bruyn, and Lilien 2023)

Although horizontal referrals are common in B2B industries, managers must consider several different factors to increase their chances of receiving the best possible referral from a supplier.

May 8, 2023

The State of Chatbots in B2B Demand Generation

Chatbots are not only increasingly used in B2B industries to generate leads, but also have been associated with improved conversion rates.

March 7, 2023

Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets (Kumar et al. 2023)

With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.

February 19, 2023

ISBM Pulse: b2b

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B2B Sales Teams Can’t Afford to Ignore Midsize Customers

B2B High Performers Progress in Quest to Attain a 360-Degree View of Customers

B2B Buyers Outline Their Most Valuable Content Types at Each Stage of the Purchase Journey

Horizontal Referrals in B2B Markets (Hada, De Bruyn, and Lilien 2023)

Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets (Kumar et al. 2023)

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