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- 19 Jul 2018
- News
Research Says This Type of Video Closes More B2B Sales
- 06 Aug 2015
- News
What Salespeople Need to Know About the New B2B Landscape
- 19 Aug 2019
- News
Why “Tell Them Something They Don’t Know” Is Bad Advice in B2B Sales
- 01 Jun 2018
- News
Disrupting India’s Dental Market
opening a hospital. “I didn’t want to get into real estate,” he says. “I wanted to get into a service business.” Perhaps even more appealingly, dentistry did not depend on referrals from other doctors, which turned Indian medicine into “a View Details
Keywords: Sasha Issenberg
- 16 Jun 2020
- News
Your Customers Have Changed. Here's How to Engage Them Again.
- 09 Jul 2019
- News
Setting Better Sales Goals with Analytics
- 25 Aug 2014
- News
You Can’t Do Strategy Without Input from Sales
- 02 Feb 2016
- News
Hiring Star Salespeople Isn’t the Best Way to Grow
- 01 Mar 2023
- News
Step Change
population is approaching 110 million, the highest in the MENA region, with about half of its citizens between the ages of 15 and 45 and the range of mobile-phone penetration well over 90 percent. The market to meet a host of consumer... View Details
- 06 Dec 2021
- News
Elevator Pitch: Power Sourced
grand-prize winner in the 2021 Harvard President’s Innovation Challenge, Chaku launched its first product, Nikki’s Plantain Crisps, in South Africa in 2020. For its US market approach, the company is initially employing a higher-margin,... View Details
- 17 Jul 2020
- News
Support System
of their harvest or the ability to move their product beyond Africa to be marketed and sold. The result? They take what they could get from the traders who showed up in the village with trucks from time to time. It is a problem Akuete and... View Details
Keywords: Maureen Harmon
- 01 Oct 2000
- News
Linda B. Kanner: All in the Family
pleased with her dual role as a parent and a key player in getting this particular dot-com off to a running start. "I can't imagine a better place to understand the dynamics of the Internet," she says. "We've built a fairly complex site that's a combination of consumer... View Details
Keywords: Julia Hanna
- 01 Jun 2017
- News
Inbox: From Das’s Desk
research has focused on various aspects of customer management in B2B contexts, including customer selection and portfolio management; managing a spectrum of customer engagements, from transactions to long-term relationships; developing... View Details
Keywords: Das Narayandas
- 01 Mar 2017
- News
Case Study: Moment in the Sun
a large hotel chain reached out to express interest, Hoskins began to see the promise of B2B sales in the hospitality market. “They got the value right away,” says Hoskins. “It’s automatic: Your customers are healthier and getting better... View Details
Keywords: Dan Morrell
- 10 Mar 2021
- News
Vision: A Unicorn Evolves
market fit.” In the beginning, Outreach didn’t have a pricing model: “We just kept upping the price, and people kept paying.” Yet the software, while powerful, was unstable. The team had built it quickly and on a budget, because... View Details
- 01 Mar 2025
- News
On The Case: The Base Factor
In her research as a marketing modeler, Professor Eva Ascarza focuses on understanding customers—and predicting, in particular, who will be a good one and how best to retain them. Without customers, obviously, there is no business. That could also be the tagline for... View Details
Keywords: Jen McFarland Flint
- 01 Mar 2019
- News
Alumni and Faculty Books for March 2019
Earth. This book is an invitation to live in another story, the story of sustainable abundance. Cleantech Sell: The Essential Guide to Selling Resource Efficient Products in the B2B Market by Tony McDonald... View Details
- 01 Mar 2018
- News
Can a Digital Platform Open Up the Opaque Metals Industry?
revenues compared to third-party traders who orchestrated sales between the two. “It felt fundamentally unfair to us,” Eykher says. “We figured there had to be a better way to do things.” In September 2017, they launched Open Mineral, a cloud-based View Details
Keywords: Nicole Torres
- 15 Aug 2017
- News
The Category Kingmaker
digital transaction management. Each was a category disruptor in its industry, became the market leader, generated significant shareholder value, and provided a series of stepping stones for this energetic entrepreneur. “The principles,... View Details
- 13 Jan 2021
- News
Stress Test
lock, but the company soon expanded its focus to B2B sales in the health care sector. Its clients now include sites responsible for COVID-19 testing and vaccine distribution, which require both security and a reliable audit log. The... View Details