COVID-19 has proven to be a disruptive and world-altering event often forcing professional
salespeople to rapidly change the manner in which they do business. Thereby, this …

Although lead scoring is an essential component of lead management, there is a lack of a
comprehensive literature review and a classification framework dedicated to it. Lead scoring …

Although there is a stream of literature that considers the use of Information and
Communication Technology (ICT) to be an advantage-seeking entrepreneurial activity …

This study identifies and tests how the competencies of live streamers affect the B2B
livestreaming sales performance, with a particular focus on the moderating role of product …

Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …

As the importance of servitization and service-augmented solution delivery grows into a
mainstream phenomenon for manufacturers, offering theoretically founded avenues to solve …

This study focuses on understanding the purchase decision-making process of B2B buyers
in the context of inside sales. While many studies have explored this topic in a B2C context …

The sales management literature suggests that control-based management systems drive
sales effectiveness. However, despite prior research on salesforce management systems …

As the sales function continuous to evolve, organizations are increasingly investing in sales
enablement, which entails aligning resources across different organizational functions and …

Drivers of business-to-business sales success and the role of digitalization after COVID-19
disruptions | Emerald Insight Books and journals Case studies Expert Briefings Open Access …