Marketing
What strategy to adopt to best position yourself against competitors? How to anticipate the changing needs of customers? How to develop the client capital?
Firing Up the Front Line
Jon R. Katzenbach, Jason A. Santamaria
Encourage the engagement and judgment of front-line employees.
Moving Beyond ABM to Account-Based Engagement
Robert Archacki, Phillip Andersen, Scott Rhodes, Basir Mustaghni
US B2B decision-maker response to COVID-19 crisis
Liz Harrison, Jennifer Stanley
What seems to have lastingly changed in B2B purchasing processes and decisions.
The B2B digital inflection point: How sales have changed during COVID-19
Ryan Gavin, Liz Harrison, Candace Lun Plotkin, Dennis Spillecke, Jennifer Stanley
What Subscription Business Models Mean for Sales Teams
Andris A. Zoltners, PK Sinha, Sally E. Lorimer
More than a feeling: Ten design practices to deliver business value
Benedict Sheppard, John Edson, Garen Kouyoumjian
The necessary changes to create value through Design Thinking.
New Business Models for a New Global Landscape
Arindam Bhattacharya, Martin Reeves, Nikolaus Lang, Rajah Augustinraj
How companies respond to the evolutions in the global economy.