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What Subscription Business Models Mean for Sales Teams

What Subscription Business Models Mean for Sales Teams

How can you evolve the role of the sales teams when the objective is no longer only to sell, but also to maintain the customer relationship in the long run?

Author(s): Andris A. Zoltners, PK Sinha, Sally E. Lorimer

Publisher: Harvard Business Review

Date of publication: 2018

Read this article on the publisher's website [Harvard Business Review]

Synopsis

This article is one of the sources used in Manageris’ synopses:

Selling products and services by subscription

Selling products and services by subscription

Given the difficulty to foster loyalty among customers, and in a bumpy economic situation, subscription offerings are popular. Yet, adopting this economic model requires deep transformation. How can you successfully manage this transition?
296a – Synopsis (8p.) Offering