ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
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.
Oftentimes, buyer-seller relationships can exhibit signs of falling apart. Knowing from where concerning signals emerge is critical.
In the new business-to-business environment, sales growth is likely to come from investments in more selling channels.
As buyers become increasingly comfortable purchasing online, B2B sales representatives may need to redefine their roles when faced with evolving buyer customer preferences.
Buyer-seller relationships have changed in two key ways: information asymmetry and face-to-face communications have both decreased. The future of buyer-seller relationships will depend on addressing these challenges.
While industrial OEMs face significant challenges when designing improved customer experiences, following several key principles can provide meaningful progress.
Integrating multiple channels into an effective omnichannel approach will require B2B firms to consider five key factors.
B2B firms must consider several key factors before investing into the digital self-service channels that buyers are increasingly demanding.
Building strong relationships between buyers and sellers through an online medium is a significant challenge that can be tackled in three steps.
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