Sales – Page 4

Outlook for B2B Marketing: A Market in Transformation

Although B2B marketing expenditures are expected to continue to grow over the next five years, the ways in which firms intend to spend their budgets vary significantly.

August 27, 2023

The eB2B Opportunity for Consumer-Packaged-Goods Manufacturers

The rise of eB2B retailers opens up an exciting opportunity for collaboration with CPG manufacturers.

August 6, 2023

The Design of B2B Customer References: A Signaling Theory Perspective (Boyd, Sese, and Tillmanns 2023)

Although most firms strive to receive positive customer references, the elements within each reference can drastically change their impact on firm value.

July 30, 2023

Forrester Unveils Customer-Obsessed Growth Engine at its B2B Summit

The three key components of a customer-obsessed growth engine are creating buyer value, aligning marketing, sales, and product teams, and leveraging technology.

July 16, 2023

Leveraging Growth Analytics for B2B Sales

In both favorable and unfavorable market conditions, B2B firms that embrace growth analytics are better poised for success.

July 9, 2023

Customer Journey Management Capability in Business-to-Business Markets: Its Bright and Dark Sides and the Overall Impact on Firm Performance (Homburg and Tischer 2023)

Although effective customer journey management can increase firm performance, how it is achieved can be costly.

June 25, 2023

ISBM Pulse: Sales

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The Design of B2B Customer References: A Signaling Theory Perspective (Boyd, Sese, and Tillmanns 2023)

Forrester Unveils Customer-Obsessed Growth Engine at its B2B Summit

Leveraging Growth Analytics for B2B Sales

Customer Journey Management Capability in Business-to-Business Markets: Its Bright and Dark Sides and the Overall Impact on Firm Performance (Homburg and Tischer 2023)

B2B Sales Teams Can’t Afford to Ignore Midsize Customers

B2B High Performers Progress in Quest to Attain a 360-Degree View of Customers

B2B Buyers Outline Their Most Valuable Content Types at Each Stage of the Purchase Journey

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