ISBM Knowledge Community

Welcome to the ISBM knowledge community!

In this new "place," we'll be assembling knowledge resources on B-to-B Marketing for ISBM Members - resources created with your support. And more!

We hope to grow this into interactive site for the advancement of the practice of business marketing. A place to share news and views, fresh insights from the field, benchmarking case discussions, and to build personal friendships across the business marketing community.

Please: come, learn, discuss, contribute!

Upcoming Live Webinars
Collapse ISBM Members Meeting September 2014 Summary Highlights

In this 1 hour webinar, we will  summarize key insights and highlights from the ISBM Member’s Meeting, "Linking Marketing, Sales, and Innovation To Drive Profitable Organic Growth."  Based on one of the key challenges identified by the ISBM B2B Leadership Board (including CMO's from Member firms and lead academic researchers), this meeting will focus on how to strengthen the working links across the marketing, sales, and innovation the processes in B2B firms. The B2B agenda, a report from the B2B Leadership Board, especially highlights the critical role of marketers in bringing understanding of market dynamics - as well as the real voice of the customer - to the processes by which new offerings are conceptualized, produced, and sold.

Case studies from Kimberly-Clark Professional, Dell, and 3M along with insights and direction from leading B2B academic researchers from Harvard, Penn State, the University of Houston, and Georgia State will help B2B marketers create common language, drive organizational realignment, and align and simplify processes to bring more efficient and effective new value creation to their firms.

Formats Available: Live Webcast
Original Webinar Date: October 06, 2014
MORE INFOMORE INFO ISBM Members Meeting September 2014 Summary Highlights
Collapse Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling
For most companies, the most expensive part of implementation is aligning sales efforts and investments with strategy goals. Yet, research indicates a big gap. On average, companies deliver only about 50% of the financial performance that their strategies and sales forecasts promise. That’s a lot of wasted money and managerial effort.
 
Join us for a 1 hour ISBM webinar with author and Harvard Business School professor Frank Cespedes as he discusses tools to help close that gap and improve selling and strategy in your organization. Informed by his experience as a business manager, Board member, and academic, Cespedes will highlight what his recent research can tell us about improving performance in this area and increasing enterprise value.  He will also leave you with diagnostics that you can use with colleagues in your organization after the webinar.
 
Frank Cespedes' latest book is "Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling" (Harvard Business Review Press).  He recently spoke at the ISBM Member’s Meeting with rave reviews!   Join us for this 1 hour webinar and see why others had this to say about Frank’s message:
 
  • Excellent presentation - I loved hearing his perspectives which help me think outside my own world - think differently.
  • I liked his perspectives and real-world tools and take-aways that I can use.
  • Excellent insight on why it’s critical to communicate strategy and link it to sales/marketing.
  • Validated examples with data and real life examples.
  • Both powerful ideas and practical application.
Formats Available: Live Webcast
Original Webinar Date: November 20, 2014
On-Demand Release Date: November 21, 2014
MORE INFOMORE INFO Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling
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