Winning Sales before Selling: An Investigation of Business-to-Business Salesperson Attitude towards Internal Selling ProcessesDec 7, 2017 Son K. Lam, Andrea L. Dixon, and Thomas E. DeCarlo, 2017, 17-126-12
Efficient internal selling processes (ISPs) elude even market leaders. One global manufacturer reports that inside-firm reps and field reps spend 75% and 45% of their time, respectively, dealing with internal sales support and deal tracking. This study finds that such inefficiencies may lengthen sales cycles, impair customer satisfaction, and even drive customers away.
B2B Marketing in a Global Ecosystem: Lessons from the Solar IndustryNov 03, 2017 Robert Olsen, Marketing Director, DuPont Electronics and Imagining
In increasingly interconnected global industries, how can companies maintain leadership, leverage their brand, and bring innovation and confidence to new markets while prices drop, competition increases, and commoditization looms?
Fostering Creativity at Work: Lessons from LegosOct 13, 2017 Page Moreau, University of Wisconsin – Madison
Page Moreau will discuss the barriers that often hamper our creative performance and will offer tools to overcome those challenges.
C_RIOSITY: Where Are U?Mar 01, 2017 Spencer Harrison, Boston College
How did Houdini make an elephant disappear? How might asking this question impact your business?
C_RIOSITY: Where Are U?Feb 28, 2017
Webinar featuring Spencer Harrison, Boston College
Spencer Harrison will show how curiosity works at work, how it can help people be more creative, and how you can spark creativity in your employees.
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