buyer-seller relationships

What Do Your B2B Customers Really Want?

In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.

March 25, 2023

Bad News? Send an AI. Good News? Send a Human (Garvey, Kim, and Duhachek 2022)

While garnering favorable customer reactions following offerings is critical, the role of human or AI agents as the deliverers of offering information could prove to be a deciding factor.

October 16, 2022

Differential Effects of Received Trade Credit and Provided Trade Credit on Firm Value (Astvansh and Jindal, 2022)

Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.

August 19, 2022

B2B Leaders: Embrace Trust As Your Business Imperative

Building confidence and communicating clear expectations to buyers are cornerstones to creating trust for B2B firms.

August 13, 2022

The B2B Sales Leader’s Strategy Guide For Economic Downturns

To weather economic downturns, B2B sales leaders must focus on several key strategic areas.

August 7, 2022

Gartner Predicts 65% of B2B Sales Organizations Will Transition from Intuition-Based to Data-Driven Decision Making by 2026

The growth of online B2B selling will necessitate firms that firms adopt even more data-driven selling techniques in the near future.

July 29, 2022

Gartner Survey Reveals 86% of B2B Customers Expect Companies to Be Well-Informed About Their Personal Information During Service Interactions

Although B2B and B2C customers increasingly expect personalized service interactions, firms must balance this preference with data privacy concerns.

June 30, 2022

ISBM Pulse: buyer-seller relationships

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What Do Your B2B Customers Really Want?

Bad News? Send an AI. Good News? Send a Human (Garvey, Kim, and Duhachek 2022)

Differential Effects of Received Trade Credit and Provided Trade Credit on Firm Value (Astvansh and Jindal, 2022)

B2B Leaders: Embrace Trust As Your Business Imperative

The B2B Sales Leader’s Strategy Guide For Economic Downturns

Gartner Predicts 65% of B2B Sales Organizations Will Transition from Intuition-Based to Data-Driven Decision Making by 2026

Gartner Survey Reveals 86% of B2B Customers Expect Companies to Be Well-Informed About Their Personal Information During Service Interactions

B2B CMOs: Here Are Six Key Insights To Drive Growth And Strengthen Performance

The Opportunities and Costs of Highly Involved Organizational Buyers (McClure et al. 2022)

The Importance of Vital Signs In B2B Sales

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