Demonstrating commitment: The prominent role of customer experience in B2B sales

Abstract

Purpose

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.

Design/methodology/approach

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

Findings

Customer experience is now a relevant and important element to B2B sales, with investments in this area demonstrating increasing competitive advantage.

Originality/value

The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Citation

(2023), "Demonstrating commitment: The prominent role of customer experience in B2B sales", Strategic Direction, Vol. 39 No. 12, pp. 22-23. https://doi.org/10.1108/SD-10-2023-0148