ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
In the new business-to-business environment, sales growth is likely to come from investments in more selling channels.
Buyer-seller relationships have changed in two key ways: information asymmetry and face-to-face communications have both decreased. The future of buyer-seller relationships will depend on addressing these challenges.
B2B firms wishing to acquire additional revenue from aftermarket products and services must consider the impact of five key “levers” that they control.
The utilization of omnichannel approaches post-pandemic continues to grow and change the B2B buying landscape.
Although variable compensation share plans may incentivize salespeople to work harder, they could have deleterious effects on their wellbeing.
Salespeople who act as advocates for both buyers and sellers can achieve better financial outcomes for their firms.
This presentation is on one B2B Handbook Chapters: The Impact of the Internet on B2B Sales for Size and Structure (Mantrala & Albers) on November 5, 2021.
A B2B selling “playbook” can provide a helpful structure to increase the effectiveness of sales teams.
Industrial companies increasingly see the benefit in having robust e-commerce platforms, but several key questions must be asked as they begin advancing into a more digital domain.
In sales negotiations, building trust at the beginning of an interaction can lead to significantly higher back end revenue.
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