Sales

Selling for Profit

Optimize sales force productivity.

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Fixing the Fatal Flaws of Your Sales Force

The key sales force performance drivers.

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Breadth of a Salesman

John R. DeVincentis, Neil Rackham

Move from a transaction-oriented to solutions-oriented sales rationale.

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Consumer sentiment and behavior continue to reflect the uncertainty of the COVID-19 crisis

The impact of the Covid-19 crisis on consumer behaviors.

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Deriving Value From Conversations About Your Brand

Brad Fay, Ed Keller, Rick Larkin, Koen Pauwels

Take real advantage of word of mouth to boost sales.

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What Subscription Business Models Mean for Sales Teams

Andris A. Zoltners, PK Sinha, Sally E. Lorimer

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?

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L’impact de l’e-réputation sur le processus d’achat

The results of an opinion poll on the behavior of online buyers.

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How Companies Learn Your Secrets

Charles Duhigg

The Target retail chain manages to identify expectant mothers among its customers and predict their purchases according to their stage of pregnancy!

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Observation éthologique du consommateur dans une grande surface d’articles de sport

Jean-Pierre Lacour

In-store customer observations can help overcome many biases linked to declarative surveys.

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7 Surprising Industries Turning to Subscription Business Models

An overview of the newcomers in the subscription sales model, which are sometimes quite unexpected.

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