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.
The Benefits of Ambidextrous SalespeopleMay 24, 2016
New study with implications for salesforce management
How to Identify and Better Manage Hunters and Farmers in the Sales ForceDec 22, 2014 Thomas E. DeCarlo and Son K. Lam, 2014, 14-122
In three empirical studies, examines the antecedents and moderating factors that influence salesperson hunting and farming orientations, and effects of salesperson ambidextrous behavior (i.e., having both orientations) on individual salesperson-generated profit margins.
MSI Awards Research Grants for “Thought Leadership on Sales”Jul 14, 2013
MSI and the Sales Excellence Institute (SEI) at the University of Houston are pleased to announce the winners of a research proposal competition to promote thought leadership on the sales profession.
Foster Collaboration with SalesJan 01, 2013 Lisa Arthur, Chief Marketing Officer, Teradata Applications, and John Petralia, Global Head of Marketing Operations, Bloomberg
Marketing needs to create an improved environment for sales by providing leads of high quality and quantity. With better data, sales people can spend less time prospecting and their leads will be more efficient.
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