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 …

The nature of inside sales has shifted, increasing in autonomy, importance, and scope.
Moreover, buyers are changing their preferences from face-to-face interactions to virtual …

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 …

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 …

Purpose As empirical insights into when salespeople should integrate information and
communication technology (ICT) into their sales tasks are limited, the purpose of this study is …

ABSTRACT A series of countries have focused on shipbuilding public policies, as it is
commonly considered a deliberate industry and influences employment levels in many …

This study sets out to assess the effects of sales-related capabilities of personal selling
organizations on individual sales capabilities, sales behaviors, and sales performance in …

Toward a contextualized understanding of inside sales: the role of sales development in effective
lead funnel management | Emerald Insight Books and journals Case studies Expert Briefings …

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) …

Despite receiving significant attention in the popular press, the topic of creative selling
remains underexamined in the sales literature. The current research helps to correct this …