academic research

Academic Research • Sales Technology, Sales Operations

Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective

March 23, 2012

In this paper, the authors discuss the importance of customer relationship management (CRM) systems in complex and simple selling settings and examine how CRM is implemented in both contexts. Specifically, they suggest that CRM strategies can be implemented from the top-down, originatin

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Research • Selling Effectiveness

Modern Selling: Managing by Exception, Enabled by Analytics

March 08, 2012

Trying to recover ground lost during the recession, many sales organizations are pursuing traditional tactics to increase revenues. They are putting more “feet on the street” and raising quotas or even doing both. They’re hoping that more quota or “demand”

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Research • Sales Operations

Sales Operations Maturity: Why Does It Matter?

March 05, 2012

Executives and senior managers leading transformation initiatives in sales operations need a way to assess the current state of their organizations. The concept of operations maturity constitutes a useful framework for this. The leaders of consulting firm Sales Economics, Inc. expl

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Research • Sales Operations, Analytics, Configure-Price-Quote

Beyond the Price Waterfall

March 05, 2012

The Price Waterfall is a great tool for understanding the effect of pricing and discounting – but it’s only a starting point. It is of limited value if it is not preceded and accompanied by efforts directed at the other influences on the pricing operation. Properly link

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research

Research • Sales Operations

2012 Sales Operations Issues Study

January 05, 2012

The most recent update to our annual Sales Operations Issues study includes input from sales operations professionals from 125 firms, with median annual revenue of US$400 million. Highlights include analysis of sales operations departments' accountabilities, roles, and most important issues,

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Research • Sales Operations

Supply Chain Has an Operations Plan. Does Your Sales Force?

December 21, 2011

Companies typically apply operations strategy to the supply chain, establishing clear principles and processes for operating, directed at specific goals such as reducing costs and speeding up delivery times. The leaders of consulting firm Sales Economics, Inc., explain that applying the same kind

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academic research

Academic Research • First Line Sales Management, Selling Effectiveness

Management Practices in Solution Sales—a Multilevel and Cross-Functional Framework

December 15, 2011

From The Journal of Personal Selling and Sales Management, Winter 2011

Business-to-business sales has changed from being an isolated function with little cross-functional influence to becoming an integrated part of long-term customer management and from an operational practice to a strategically focused part of business strategy. This suggests a need to change the u

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Academic Research • Sales Process Management, Sales Force Roles, Selling Effectiveness

Buyer-Seller Interactions in Mature Industrial Markets-Blurring the Relational Transactional Selling Dichotomy

July 15, 2011

From The Journal of Personal Selling and Sales Management, Summer 2011

Sales practitioners continue to come to terms with the selling conditions of mature consumer and business markets. Mature markets display signs such as cost-focused competition, similarity in the perceived functionality of offerings, and multiple suppliers vying for highly knowledgeable and power

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Research • Sales Process Management, Sales Operations, Analytics

Improving Sales Pipeline Performance

May 09, 2011

For companies with complex sales cycles – in high technology, industrial machinery, and advanced materials, for example – improving sales pipeline performance is essential for achieving revenue growth. But these firms face significant challenges determining which accounts should be th

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Research • Sales Performance Management

Automating Sales Performance

April 18, 2011

Should you build, or buy?

Sales Management Association underwriter The TAS Group advises clients on Sales Performance Automation – a “salesperson centric approach to increasing revenue, improving sales forecasts and metrics, and continually reinforcing best practices.” SPA uses technology to enable sales

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