Strategy | Industrial Marketing

Account-based marketing: Effectively activating purchasing processes for key accounts

In the digital age, account-based marketing (ABM) is a powerful concept for addressing particularly attractive customers via inbound and outbound… Mehr..

In a nutshell: How the design of multichannel sales systems influences the performance of B2B companies

Scientific articles contain valuable management implications, but are usually not very easy to digest. We summarize the core results so… Mehr..

5 typical mistakes in B2B marketing and sales

Mistakes are valuable sources of learning. Yet, many companies make too little use of such opportunities. Read on to learn… Mehr..

Finding the right fit in sales

Many B2B companies are now facing unprecedented challenges, with the rules of the game having been turned upside down in… Mehr..