ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to
In sales negotiations, building trust at the beginning of an interaction can lead to significantly higher back end revenue.
Demand centers can provide a valuable service for B2B marketers, but their adoption often requires a redefinition of sales and marketing team roles within organizations.
Instead of opting for a one-size-fits-all approach to value-based selling, firms may be better served by adopting product-, customer process-, or performance-centric approaches.
A recent survey of 500 senior B2B leaders revealed three key insights related to growth objectives post-pandemic.
Platform-level buyer protection insurance can not only increase purchases from buyers, but also, accelerate customer acquisition for sellers.
While raising prices may be a necessity for firms facing supply-side pressures, taking four key steps prior to price increase decisions may be prudent.
A new B2B selling environment in which buyers prefer remote interactions and self-service necessitates a new approach to lead generation.
The use of temporary organizations in B2B settings continues to be substantial, but the selection of suppliers and pricing strategies is a key challenge for firms employing diverse teams of specialists.
With inflation on the rise, B2B companies can follow five strategies to increase prices following a period of time in which many cut prices for their customers.
Although managers often do not consider the degree of system modularity when making their governance choices, recent work has found that they should.
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