buyer-seller relationships – Page 2

The New B2B Growth Equation

In the new business-to-business environment, sales growth is likely to come from investments in more selling channels.

May 8, 2022

Traditional B2B Sales and Marketing Are Becoming Obsolete

As buyers become increasingly comfortable purchasing online, B2B sales representatives may need to redefine their roles when faced with evolving buyer customer preferences.

April 29, 2022

The future of buyer–seller interactions: a conceptual framework and research agenda (Ahearne et al. 2022)

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.

April 6, 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

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

Creating strong digital B2B channels at industrial companies

B2B firms must consider several key factors before investing into the digital self-service channels that buyers are increasingly demanding.

December 3, 2021

How to Build Better B2B Relationships In The Virtual Age

Building strong relationships between buyers and sellers through an online medium is a significant challenge that can be tackled in three steps.

November 30, 2021

Predictions 2022: This Is A Year To Be Bold

The rapid changes in the B2B landscape brought forth by the COVID-19 pandemic will continue in 2022, with Forrester making five key predictions relevant to business leaders.

November 1, 2021

The Sales Playbook of Successful B2B Teams

A B2B selling “playbook” can provide a helpful structure to increase the effectiveness of sales teams.

October 27, 2021

How industrial companies can put e-commerce at the heart of their growth strategy

Industrial companies increasingly see the benefit in having robust e-commerce platforms, but several key questions must be asked as they begin advancing into a more digital domain.

October 18, 2021

ISBM Pulse: buyer-seller relationships

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