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