Buying and procurement – Page 5

What B2B Companies Get Wrong About Volume Discounts

B2B companies must consider whether volume discounts are necessarily for all buyers.

June 22, 2021

Omnichannel in B2B sales: The new normal in a year that has been anything but

An omnichannel approach is the way of the future and the way of the present in B2B industries.

May 25, 2021

These Eight Charts show how COVID-19 has Changed B2B Sales Forever

The COVID-19 pandemic has forced buyers and sellers to shift a significant amount of their interactions to online platforms, with

May 21, 2021

Digitalization of B2B Purchasing Takes Center Stage Amid Shortages

The COVID-19 pandemic has necessitated the creation of B2B e-commerce platforms.

May 11, 2021

When CEOs Make Sales Calls

CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.

April 28, 2021

Why Customer Experience Matters for B2B

The B2B companies that focus on providing effective digital customer experiences will reap the rewards of an increasingly online B2B buying process.

March 29, 2021

A Better Way to Price B2B Offerings

While B2B suppliers often feel that they must compete on price alone, they have an ability to extract a higher price from their B2B customers and provide greater customer value by focusing on all of the offerings that they provide.

March 15, 2021

An Exploratory Study of Business-To-Business Online Customer Reviews: External Online Professional Communities and Internal Vendor Scorecards (Steward, Narus, and Roehm 2018)

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.

January 6, 2021

Strategies to Connect with Barricaded Buyers (Chase and Murtha)

When responding to a Request for Proposal (RFP) in both the public and the private sector, suppliers’ access to buyers is often restricted due to law and informal rules of engagement. The authors term these buyers ‘barricaded buyers’. Despite having limited access to these individuals, suppliers can still increase their competitiveness and selection likelihood when selling to barricaded buyers.

August 6, 2020

McKinsey: A Global View of How Consumer Behavior is Changing Amid COVID-19

McKinsey has published about how COVID-19 is affecting consumer behavior in five main ways. Review their findings across 45 countries.

July 26, 2020

ISBM Pulse: Buying and procurement

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