The role and nature of business-to-business (B2B) sales has evolved since the end of the
20th century, mostly driven by technological, organizational and social changes. However …

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 …

In this study, the impact of customer agility and digitalisation in restructuring an automotive
company and its daily operations was explored. Drawing on agility literature, we provide an …

Understanding how the use of IT influences the performance of inside sales is imperative,
yet there is a lack of research in this area. This study empirically validates a conceptual …

As business-to-business (B2B) sales become digital and multichannel, firms develop inside
sales (IS) channels to serve customers and combine such channels with outside sales (OS) …

Purpose For the past several decades, the sales control literature has focused on the
outside sales context. This study aims to extend sales control research by examining formal …

The growing competitiveness of the market has put pressure on companies to improve their
customer relationship management strategies. In an era where mass marketing techniques …

Big data analytics is an emerging topic that has the potential to significantly improve
customer acquisition for inside salespeople, the fastest growing role in the sales industry …

The economic and social landscape facing Small and Medium Enterprises (SMEs) today
means that many are facing significant business challenges. B2B technology manufacturers …

This article discusses using digital media by banks to promote the sale of mortgage loans. It
highlights the importance of the conversion rate, which compares the number of customers …