Article Summary Series

Articles:

• Digitization of selling activity and sales force performance 
• When should the customer really be king? 
• How sales strategy translates into performance 
• E-hubs: The new B2B marketplaces 
• Pricing superheroes: How a confident sales team can influence firm performance 
• Better B2B selling 
• Value-based selling: An organizational capability perspective 
• The end of solution sales 
• Selling into micromarkets 
• Match your sales force structure to your business life cycle
• Major Sales: Who really does the buying? 
• How to really motivate salespeople 
• The impact of strategic procurement practices on account management
• Tiebreaker selling: How nonstrategic suppliers can help customers solve important problems
• Purchasing must become supply selling: how managers can guard against materials disruptions by formulating a strategy for supply 
• Breadth of a salesman: Salesforces will have to create value, not just communicate it. 
• Making the consensus sale: you have to align all the decision makers. 
• Customer value propositions in business markets 
• Rethinking the Extraverted Sales Ideal: The Ambivert Advantage 
• What separates the strongest salespeople from the weakest 
• Rethinking sales talent development practices 
• Better sales networks 
• Who’s your most valuable salesperson? 
• Dismantling the sales machine 
• Ending the war between sales and marketing 
• Motivating salespeople: what really works 
• The sales learning curve 
• Making the major sale