Recognizing the rapid advances in sales digitization and artificial intelligence technologies,
we develop concepts, priorities, and questions to help guide future research and practice in …

Sales organizations are actively pursuing digitalization because they see value through
greater efficiency and effectiveness. In this paper, we examine the challenges in …

The role of sales technology systems in facilitating the sales process remains an interesting
topic for academics. Firms make substantial investments in sales technology, with the hope …

The megatrend of digitalization has the potential to fundamentally change sales practices.
This is because digital technologies impact the entire sales organization and can …

Experts have suggested that the next few decades will herald the fourth industrial revolution.
The fourth industrial revolution will be powered by digitization, information and …

The digital transformation of organizations is a pervasive force which fundamentally
changes companies and, in fact, society as a whole. For many companies, the sales force is …

Several behavioral, technological, and managerial forces are dramatically and irrevocably
changing the way that salespeople and sales managers understand, prepare for, and …

This study aims to offer novel means for rethinking contemporary business-to-business
(B2B) sales operations and the assumptions that underlie them in the digital era. This …

The world of sales research continues to transform as we move more into the world of social
media. This article briefly examines a historical examination of sales research by decade …

Research examining technology and the sales force has a long, developed history that
spans several decades. From initial research reviewing sales force laptop usage to more …