Accounts B2C Sales Management 
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.
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.
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