B2B research and managerial relevance:
B2B Services Marketing:Research Results From The Middle East Eappen Thiruvattal
Serviceorientierung und partnerschaftliches Handeln im B2B-Vertrieb:Gabler Research. Auflage 2010 Alexander Kittinger
Environmental Sustainability as a complementary B2B Marketing Message:Research focused on the Austrian mechanical engineering industry Michael Buchberger
Geschäftsmodell-Innovation:Grundlagen, bestehende Ansätze, methodisches Vorgehen und B2B-Geschäftsmodelle Research. Auflage 2013 Daniel Schallmo
The European Workshop on Software Ecosystems is an annual event which connects researchers and fellow professionals in the field of software ecosystems. Presentations in 2017 included: 1. Software M&A Ecosystems -- Industry Keynote by Julis Telaranta, Corum 2. Sandbox vs. Toolbox - Analyzing boundary Resource in B2B Software Platforms -- Maximilian Schreieck, Robert Finke, Manuel Wiesche, Helmut Krcmar 3. Manage multiple platform-ecosystems -- Christopher Jud, Georg Herzwurm 4. Survival of the smartest: Digitalization of mechanical engineering companies by creating a software ecosystem -- Industry Keynote by Benjamin Müller, ADAMOS GmbH 5. Building your IoT ecosystem: Proposing the Hybrid Intelligence Accelerator -- Dominik Dellermann, Nikolaus Lipusch, Philipp Ebel, Jan Marco Leimeister 6. The European Standard on eInvoicing EN16931 - Applications and Services to implement Directive 2014/55/EU on electronic invoicing -- Industry Keynote by Seeburger AG 7. Platform Business in Application Markets: Data Analytics of Mobile App Usage and Descriptions -- Lauri Frank 8. Fake it till you make it: how to bootstrap an ecosystem before your company is ready -- Alexander Eck, Benjamin Spottke 9. Strategy definition in large enterprise software ecosystems -- Ralf Meyer
Selling value to B2B buyers today can feel like trying to stop a freight train that´s hurtling towards the sales graveyard of commoditization and discounting. Today´s empowered buyer has done research, has a clear idea of his or her firm´s needs, and knows how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer´s thinking without challenging the customer? That´s the question that this audiobook will answer. In part one of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In part two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in part three, we will show you how to create insight scenarios so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: They will be able to deliver insights without upsetting the buyer, ∧ They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. 1. Language: English. Narrator: Dean Wendt. Audio sample: http://samples.audible.de/bk/acx0/033173/bk_acx0_033173_sample.mp3. Digital audiobook in aax.
Social media platforms such as Facebook, Twitter, LinkedIn, and Pinterest are changing the way consumers make purchasing decisions...and tapping into these online communities has become a necessary part of any integrated sales strategy. Citing enlightening research and real-world examples, this smart, practical guide presents listeners with a detailed methodology for growing sales and expanding their customer base using social media. Listeners will learn how to: Use content and conversations to build online relationships that transition to sales Execute realistic sales strategies for each of the major social media platforms Spot social media trends that may influence future buying behaviors Sell online in B2B and B2C environments Turn social shares (likes, favorites, +1s) into social sales Set tangible goals Use online tools and analytics to track social influencers and identify relevant conversations as they are happening Complete with a chapter dedicated to capturing mobile sales - a segment poised to explode as the adoption of smartphones and tablets grows - The Art of Social Selling is essential reading for every sales professional. 1. Language: English. Narrator: Judy Hoctor. Audio sample: http://samples.audible.de/bk/gdan/001184/bk_gdan_001184_sample.mp3. Digital audiobook in aax.
Forget the rest. Learn to sell like the best. Better leads, solid presentations, and a more versatile closing strategy are all great for boosting B2B sales. But truly successful salespeople - the ones who seem invincible when everyone else is struggling - possess more than foundational skills. They are proactive, entrepreneurial, and find solutions for their clients. They highlight their personal value and actively manage their careers. They´re hyper-focused on cultivating relationships with customers and colleagues. The Ultimate Sales Pro shows everyone how to elevate his or her game. Drawing on the author´s vast experience training salespeople for top organizations, the audiobook explains how to: Be your own mentor Problem-solve with peers Manage any boss Identify your ideal clients Research industry trends Share knowledge to foster trust Craft a powerful unique value statement Script emails and voicemails that earn attention Uncover customer needs Position yourself as an expert Create customized solutions Motivate customers to commit Set goals And more. Whether you´re new to sales or seeking to escape a career plateau, The Ultimate Sales Pro helps you finesse skills, build expertise, and create a personal brand that will set you apart. 1. Language: English. Narrator: Sean Pratt. Audio sample: http://samples.audible.de/bk/gdan/002926/bk_gdan_002926_sample.mp3. Digital audiobook in aax.
Like many other incipient technologies, Web services are still surrounded by a tremendous level of noise. This noise results from the always dangerous combination of wishful thinking on the part of research and industry and of a lack of clear understanding of how Web services came to be. On the one hand, multiple contradictory interpretations are created by the many attempts to realign existing technology and strategies with Web services. On the other hand, the emphasis on what could be done with Web services in the future often makes us lose track of what can be really done with Web services today and in the short term. These factors make it extremely difficult to get a coherent picture of what Web services are, what they contribute, and where they will be applied.Alonso and his co-authors deliberately take a step back. Based on their academic and industrial experience with middleware and enterprise application integration systems, they describe the fundamental concepts behind the notion of Web services and present them as the natural evolution of conventional middleware, necessary to meet the challenges of the Web and of B2B application integration.Rather than providing a reference guide or a ´´how to write your first Web service´´ kind of book, they discuss the main objectives of Web services, the challenges that must be faced to achieve them, and the opportunities that this novel technology provides. Established, as well as recently proposed,standards and techniques (e.g., WSDL, UDDI, SOAP, WS-Coordination, WS-Transactions, and BPEL), are then examined in the context of this discussion in order to emphasize their scope, benefits, and shortcomings. Thus, the book is ideally suited both for professionals considering the development of application integration solutions and for research and students interesting in understanding and contributing to the evolution of enterprise application technologies.