ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
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.
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.
Improving the B2B buying experience can reap significant rewards for digitally savvy firms.
B2B companies must consider whether volume discounts are necessarily for all buyers.
An omnichannel approach is the way of the future and the way of the present in B2B industries.
The COVID-19 pandemic has forced buyers and sellers to shift a significant amount of their interactions to online platforms, with
The COVID-19 pandemic has necessitated the creation of B2B e-commerce platforms.
CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.
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