Programme Overview

programme overview

Enterprise sales is one of the most challenging and dynamic roles for professionals in the B2B industry. With ticket sizes that range from modest to enormously complicated deals involving multi-year transactions spanning multiple markets, professionals working in this field need to be on top of their game, not just with traditional sales methods, but also in the more cutting-edge arena of tech-enabled digital B2B sales.

This programme has been specially designed to turn B2B sales experts into masters of digital persuasion methods like content marketing, email campaigns, frictionless website experience and building strong brands in the digital space, for everything from lead generation, to re-marketing, to customer nurture campaigns, helping them to sell smarter.

programme highlights

In each stage, the programme will emphasize how to manage:

  1. Ideas and framework behind effective B2B digital marketing plans.
  2. Understanding the B2B digital marketing platforms and landscape.
  3. Data requirements and availability for digital B2B communications.
  4. End to end digital marketing analysis and plan for a B2B company.

key takeaways

  1. The scope and added value of digital marketing for B2B organizations

  2. A digital approach to building and growing strong B2B brands

  3. Digital persuasion from websites, to content and email marketing

who should attend?

Senior marketing leaders like CMOs, regional marketing heads, digital marketing heads and those responsible for data-driven marketing, martech, marketing information systems and driving transformative strategy across corporate using digital, and the dealer management team responsible for digitising dealers all stand to benefit the most from participating in this programme.

Start Date

To Be Discussed


3 Days


ISB, Hyderabad Campus

programme faculty

The ISB-CBM’s faculty comprises the most authoritative sources and consultants worldwide in B2B Marketing from academia and industry, as well as those at the intersection of both. They bring real-world experience and practical business expertise to every engagement. Some of our international scholars are also Fellows at ISBM USA.

Professor Kirthi Kalyanam

L.J. Skaggs Distinguished Professor and Director of the Retail Management

Professor Kirthi Kalyanam, L.J. Skaggs Distinguished Professor and Director of the Retail Management Institute at the Leavey School of Business at Santa Clara University. Kirthi is also an independent Director at He has served companies such as Google, Motor Image, IBM, Comscore Networks and many more in both consulting and advisory capacities.

Professor Siddharth S. Singh

Associate Professor, Marketing at the ISB

Professor Siddharth S. Singh, Associate Professor, Marketing at the ISB; Senior Associate Dean - Admissions and Financial Aid, Siddharth has a PhD from the Kellogg School of Management at Northwestern University, an MBA from the University of Illinois at Urbana-Champaign and a B.Tech from IIT, BHU.

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