sales and marketing

What Changes Are B2B Marketers Anticipating to Their Budgets Next Year?

As B2B marketers forecast how they will spend their allotted resources in 2023, a recent survey revealed similarities and areas of divergence.

January 8, 2023

Future of B2B sales: The big reframe

A survey of 50 global B2B leaders revealed five key strategies that can ensure a successful sales future.

November 30, 2022

B2B Sales Leaders: Invest In Scalable Growth Initiatives In 2023

Investments in firstline sales managers, sales transformation initiatives, and e-commerce are three critical areas of emphasis for B2B firms.

November 4, 2022

Why B2B Companies Can’t Ignore the 5th P of Marketing — Payments

Accommodating the differing payment method preferences of B2B and B2C buyers can create value for B2B sellers.

October 23, 2022

Personal Selling and Sales Management

The course, taught by Dr. Michael Ahearne will focus on academic research related to improving sales force performance. We will examine research using a variety of approaches including analytic models, empirical models, surveys, and lab/field experiments. We will investigate both published research as well as working papers by top scholars in the field. Many of these top scholars will join our sessions to discuss their working papers with the class.

It will consist of ten sessions of 120 minutes each beginning on October 24, 2022, from 11:00AM – 1:00PM ET

Please follow the Admission Procedure (https://isbm.org/admission-procedure/) when registering for this Course.

September 19, 2022

Demand Management for B2B Marketers (Tracy Daly)

If you have been stressed by the supply chains that were stretched or broken over the past 2 years and/or your customers who have been whip-lashed by their customers, this next webinar is for you.

Presented by: Tracy Daly, Senior Optimization Consultant Demand Management and Top Line Growth, OpExecs

September 7, 2022

B2B Leaders: Embrace Trust As Your Business Imperative

Building confidence and communicating clear expectations to buyers are cornerstones to creating trust for B2B firms.

August 13, 2022

The B2B Sales Leader’s Strategy Guide For Economic Downturns

To weather economic downturns, B2B sales leaders must focus on several key strategic areas.

August 7, 2022

Gartner Predicts 65% of B2B Sales Organizations Will Transition from Intuition-Based to Data-Driven Decision Making by 2026

The growth of online B2B selling will necessitate firms that firms adopt even more data-driven selling techniques in the near future.

July 29, 2022

Despite Efficiencies, Mergers and Acquisitions Reduce Firm Value by Hurting Customer Satisfaction (Umashankar, Bahadir, and Bharadwaj, 2022)

Although mergers and acquisitions can create value for firms, their potentially negative impact on customer satisfaction requires attention.

July 21, 2022

ISBM Pulse: sales and marketing

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