ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
For newly hired salespeople, decentralized onboarding programs may provide significant performance benefits over centralized programs.
To weather economic downturns, B2B sales leaders must focus on several key strategic areas.
With consumers increasingly preferring self-guided purchase journeys, producing engaging firm-generated content has become more important than ever.
An effective B2B software as a service marketing strategy is comprised of purposeful actions at four key stages.
Harnessing the full potential of an omnichannel approach requires the consideration of four key strategies.
In the new business-to-business environment, sales growth is likely to come from investments in more selling channels.
To build the capabilities necessary to compete in the current digital selling environment, B2B firms must take three key actions.
Forbes outlines several important “calls to action” for B2B marketers in 2022.
Investments into artificial intelligence (AI) by firms can contribute to improved sales performance via help from increasingly sophisticated AI coaches.
Salespeople who act as advocates for both buyers and sellers can achieve better financial outcomes for their firms.
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