![growth](https://isbm.org/wp-content/uploads/2022/05/pexels-lukas-590041-2-scaled-e1651986656677-300x133.jpg)
The New B2B Growth Equation
In the new business-to-business environment, sales growth is likely to come from investments in more selling channels.
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 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.
A B2B selling “playbook” can provide a helpful structure to increase the effectiveness of sales teams.
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 new B2B selling environment in which buyers prefer remote interactions and self-service necessitates a new approach to lead generation.
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.
© 2024 ISBM – Institute for the Study of Business Markets
484 Business Building
University Park, PA 16802
Phone: 814-863-2782
Fax: 814-863-0413
Email: ISBM@psu.edu
© 2020 ISBM – Institute for the Study of Business Markets