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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
- 04 Sep 2019
- News
Ask the Expert: Bounce Back
Illustration by Michael Sloan/The i Spot Illustration by Michael Sloan/The i Spot The rate at which people have been signing on to social media in the last decade had many marketers wondering if it might replace email altogether as a way... View Details
Keywords: Jen McFarland Flint
- 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
- 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
- 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... View Details
Keywords: Jen McFarland Flint
- 06 Dec 2021
- News
Tipping Point
Kenyan coffee farm. The price of coffee beans on the global market is under $1 a pound, while the actual cost to produce that pound is between $1.62 and $2. The coffee farms are profitable only when they rely on free labor, typically from... View Details
- 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 Jun 2022
- News
Case Study: Glass Half Full
can be turned into usable products. The company ships the glasses in carbon-neutral packaging, with an additional carbon offset to guarantee the product’s neutral environmental impact. The market for glassware in the United States... 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
- 25 Aug 2022
- News
Case Study: Sound Check
Venture Incubation Program. Fast forward several months and much web development later, and now LS offers a B2B SaaS product that can transform any website from a static display of content into an interactive experience, fully... 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
- 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