ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
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.
Demand centers can provide a valuable service for B2B marketers, but their adoption often requires a redefinition of sales and marketing team roles within organizations.
Instead of opting for a one-size-fits-all approach to value-based selling, firms may be better served by adopting product-, customer process-, or performance-centric approaches.
A recent survey of 500 senior B2B leaders revealed three key insights related to growth objectives post-pandemic.
Platform-level buyer protection insurance can not only increase purchases from buyers, but also, accelerate customer acquisition for sellers.
A new B2B selling environment in which buyers prefer remote interactions and self-service necessitates a new approach to lead generation.
New developments in consumer tracking online will require innovative approaches from B2B marketers.
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