Resistance in Business-to-Business “Cold” Sales Calls

Using data envelopment analysis (DEA) to improve the sales performance in Iranian agricultural clusters by utilizing business networks and business development services providers (BDSPs)

Business clusters play an important role in developing and improving the economic performance of countries and in promoting the welfare of people. Business development service providers (hereafter referred to as, BDSP) have a considerable role in providing specialized services pertinent to the conditions of active enterprises in clusters and in promoting their performance level in order to impr...

Sales 2.0 in business-to-business (B2B) networks: conceptualization and impact of social media in B2B sales relationship

In recent years, the rise of the digital transformation received significant importance in Business-to-Business (B2B) research. Social media applications provide executives with a raft of new options. Consequently, interfaces to social media platforms have also been integrated into B2B salesforce applications, although very little is as yet known about their usage and general impact on B2B sale...

Territorial Design Optimization for Business Sales Plan

Driving Business Results Through Sales Excellence

based on research from the Sales Executive Council (SEC), discussing how to " shift the performance curve " in sales organizations. The article described the topic as " a decidedly new lens " for focusing our time and investment to improve sales results. The purpose of this article is to outline a structured approach to implementing this new lens and to illustrate sample business results that h...

Improve Sales and Marketing Alignment to Generate Better Business Results

1 Historically sales and marketing have struggled to work well together. The disconnect between the two groups is so deeply ingrained that their arguments sound nearly cliché at this point. Sales organizations constantly complain about not getting enough leads from marketing and the ones they do get aren't ready to buy. And vice versa, marketing organizations argue that passing their leads to s...