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CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.
The B2B companies that focus on providing effective digital customer experiences will reap the rewards of an increasingly online B2B buying process.
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.
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.
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.
McKinsey has published about how COVID-19 is affecting consumer behavior in five main ways. Review their findings across 45 countries.
The unexpected nature showed how many firms were not ready for supply chain disruptions. B2B marketplaces may offer solutions in the reassessment and reconfiguration of supply chains. B2B marketplaces are often building tailored workflow software, which offers the potential for streamlining procurement processes. This article, published on Medium, discusses tailored workflows on three marketplaces: Laserhub, Faire, and Zageno.
The influence of the COVID-19 pandemic on the electronics industry is far reaching – and especially significant on the semiconductor industry. Deloitte covers the pandemic and describes how COVID-19 might become a black swan event – an unpredictable evens with potentially severe consequences. The report describes how the current crisis might drive the semiconductor industry to transform its global supply chain.
One of the research institutes at the Smeal College of Business at Penn State is the Center for Supply Chain Research (CSCR). The CSCR website offers a wealth of COVID-19 resources focused on supply chain management, including weekly presentations and recordings, as well as a curated collection of websites, research, and recordings.
Due to the ever increasingly global supply chains, the impact of the disruption caused by the coronavirus contagion is felt worldwide. Industrial industries are particularly affected. Now is the time to rethink the complex interdependencies in our supply chains. In the MIT Sloan Management Review, Professor Willy Shih of the Harvard Business School covers the rationale for global supply chains, and offers managers a number of actions to reassess supply chain risk.
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