AI Has Come To Disrupt B2B Sales Expectations
The use of artificial intelligence in B2B sales can bring new agility to decision-making.
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
The use of artificial intelligence in B2B sales can bring new agility to decision-making.
The COVID-19 pandemic has necessitated the creation of B2B e-commerce platforms.
The COVID-19 pandemic has accelerated a shift from analog processes to automated and digital-first engagements with customers, a process outlined
The B2B companies that focus on providing effective digital customer experiences will reap the rewards of an increasingly online B2B buying process.
As consumers become more aware of data gathering efforts by firms, companies have been forced to evolve in their data analytics efforts. The article highlights current developments in the data analytics domain.
As digital marketing trends continue to evolve, Altimeter provides an overview of results following a survey of senior digital marketers. The findings outline current and future areas of focus for digital marketers.
Business-to-business (B2B) buyers often rely on online reviews to make purchasing decisions. However, the impact of a positive or negative review can often vary depending on if the review is written on an internal or external channel.
Successful pricers have started to piece together the digital bread crumbs to now provide a digitized version of the traditional pricing solution. A dynamic pricing solution provides customized price recommendations that are in line with the context of the product(s) / customer segments and associated pricing power. Come join us as we discuss approaches, techniques and outcomes from using digital enablers to provide dynamic support to a complex and complicated market place. Prabhu Mishra (Deloitte) presents how to use the traditional framework (identify business value, price to value & capture price) with a digital twist as we apply modern day analytics and capabilities to defend and enhance the traditional sources of price value and premium.
Experienced marketers know that their sales force can have a greater impact on results than any other element of the marketing mix. The challenge has always been to deploy limited resources efficiently and effectively. Fortunately, today’s digital technologies make it possible to scale diverse resources, enabling the sales force to manage profitability across a wide range of account types and sizes. Few question technology’s pervasive impact on selling and the sales profession. Yet many firms are not adequately positioning their sales organizations for optimal performance in the digital age. This webinar examines the relationship of digital technology and the sales function, while offering specific strategies for leadership to fully leverage technology’s impact. Professors Mike Ahearne and Thomas Steenburgh provide examples of how world class organizations leverage digital capabilities to increase profits and gain competitive advantage, and will describe the shifts sales organizations will be required to make in sales process and training investments.
Brands want their ads to run against content they’re proud to associate with. But because of the programmatic nature of most digital advertising, brands have been forced to hand over control of ad placement to the algorithms of companies like Google and Facebook. Unfortunately, some brands have been seeing their advertisements placed next to extremist or controversial content just because those pieces are generating a lot of engagement or activity. Companies in every market need to ensure the safety of their brand by assuring the quality and nature of the content that brands are running ads against, some of which may be offensive and hurt the brand’s reputation. This webinar by Professor Raji Srinivasan will highlight strategies that companies can employ to ensure the safety of their brands.
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