ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.
In an increasingly customer-driven world, firms must effectively engage in lifecycle revenue marketing.
Chatbots are not only increasingly used in B2B industries to generate leads, but also have been associated with improved conversion rates.
Just as agile decision-making kept many B2B technology providers afloat during the pandemic, it may also propel them during uncertain economic conditions in the near future.
With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.
As economic conditions worsen, B2B firms must consciously reallocate resources to high-performing areas.
As B2B marketers forecast how they will spend their allotted resources in 2023, a recent survey revealed similarities and areas of divergence.
A survey of 50 global B2B leaders revealed five key strategies that can ensure a successful sales future.
Investments in firstline sales managers, sales transformation initiatives, and e-commerce are three critical areas of emphasis for B2B firms.
Accommodating the differing payment method preferences of B2B and B2C buyers can create value for B2B sellers.
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