Accounts, B2C and Sales Management

Use Big Data to Find New Micromarkets

Harvard Business Review

JULY 31, 2012

Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. A lower-growth market where the company has significant share would require "defensive farming" — that is, fewer reps, but with strong skills in account management.

Sales

Sales Sales B2B B2C

How Sales Reps Can Succeed in the Social Era

Harvard Business Review

APRIL 10, 2013

The personal connection is equally important in B2B as B2C sales — so long as you are not just competing on price and there is risk in the purchase decision, prospects will always be inclined to buy from someone they feel they know, like, and trust. As a sales rep, your social media accounts are a gold mine of data.

Sales

Sales Sales B2C B2B

OrgDev Digest

Use Big Data to Find New Micromarkets

How Sales Reps Can Succeed in the Social Era

Webinars

Stay Connected