AI & Machine Learning
Five Ways Predictive AI Can Improve Sales Performance Management
AI-powered SPM can help businesses address their sales strategy and process problems through precision forecasting.
Sales Strategy
Latest
Customers
Acing Value-Based Sales
Selling value requires more than quantifying benefits. It demands a deep commitment to collaborating with customers.
Developing Strategy
The Best of This Week
Adapting entrepreneurial identity, adopting value-based selling, and advancing AI with an experimental approach.
Developing Strategy
Three Ways to Sell Value in B2B Markets
Value-based selling can boost competitiveness but works best when vendors take one of three approaches.
Customers
The Experience Disrupters
A new species of disrupter has great products but offers even better experiences.
Customers
Five Key Elements of Problem-Centric Selling
Here’s how to ensure your sales teams know their customers’ problems.
Analytics & Business Intelligence
The Hidden Side Effects of Recommendation Systems
Recommendation algorithms don’t just reflect consumer preferences — they also shape them.
Marketing Strategy
Selling Solutions Isn’t Enough
B2B companies need to develop ways to help specific customers achieve better outcomes.
Digital Marketing
Moving Sales With Trajectory-Based Mobile Advertising
A curated excerpt from Tap by Anindya Ghose.
AI & Machine Learning
The $105 Billion Enterprise Market for Pokémon Go
What’s happening this week at the intersection of management and technology.
Supply Chains & Logistics
Integrating Sales and Operations to Create Higher Value for Customers
Professor Theodore Stank presents his research on how to bridge the divide between sales and operations.
Analytics & Business Intelligence
Telling Data’s Story With Graphics
Graphic presentations of data are making it easier for sales people to see how they’re performing.
Executing Strategy
Integrating Supply and Demand
Joining the supply and demand sides of an enterprise presents an opportunity for efficiency and value creation.
Marketing Strategy
So You Think You Know Your Brand?
A company must have a three-dimensional view of its brand.
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