Sales

When CEOs Make Sales Calls

Noel Capon, Christoph Senn

Under what conditions can leaders play an effective role in the development of strategic accounts?

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Moving Beyond ABM to Account-Based Engagement

Robert Archacki, Phillip Andersen, Scott Rhodes, Basir Mustaghni

Getting marketing and sales to act together to address the new situation created by the digital transformatyion.

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US B2B decision-maker response to COVID-19 crisis

Liz Harrison, Jennifer Stanley

What seems to have lastingly changed in B2B purchasing processes and decisions. 

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The B2B digital inflection point: How sales have changed during COVID-19

Ryan Gavin, Liz Harrison, Candace Lun Plotkin, Dennis Spillecke, Jennifer Stanley

The deep and lasting impact of the Covid-19 crisis on B2B markets’ commercial processes, notably with an acceleration of digitalization.

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Future of Sales 2025: Why B2B Sales Needs a Digital-First Approach

Kelly Blum

A white paper about B2B sales digitalization.

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Microsoft’s Modular AI Journey at its Global Demand Center

Denis Guz

An example of a jump in performance achieved through the data mining of the sales process monitoring.

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Building a Better B2B Demand Center

Phillip Andersen, Robert Archacki, Basir Mustaghni, Neri Conti

Concrete advice to put in place a highly performant Demand Center. 

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New Research Shows How Digital Connects Shoppers to Local Stores

How do consumers combine in-store shopping and online searches?

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Selling in Turbulent Times

Help your sales force confront difficult situations.

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Building a Better Buyer-Seller Relationship

Martha Lagace

Establish partner relationships with your customers.

see an introduction to the article