ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Although horizontal referrals are common in B2B industries, managers must consider several different factors to increase their chances of receiving the best possible referral from a supplier.
B2B companies that are thriving are more likely to be on the cutting edge of five key trends.
Although growth can come from securing new contracts and partnerships, reinforcing existing customer relationships is imperative.
By becoming “customer-obsessed,” B2B firms can be better oriented for future growth and value creation.
For B2B firms to thrive in disruptive environments, there must be a synergy between online and offline channels.
For B2B marketers, investments in channel relationships are a key area of focus in 2023.
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.
With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.
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