
The New B2B Growth Equation
In the new business-to-business environment, sales growth is likely to come from investments in more selling channels.
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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.
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.
A B2B selling “playbook” can provide a helpful structure to increase the effectiveness of sales teams.
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.
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