If you are going to manage or invest in large companies, you will need to understand how to manage your top line, your sales organization. This course draws heavily although not exclusively on ...

Unlike consumer-level selling, completing B2B ... sales engineer, must first understand all the aspects in the transaction — industry, business, customer, problem and solution. This hiring kit ...

Telemarketers relying on the B2B exemption must ensure that they do not transition sales efforts to target the individual answering the call when the "business" states that it does not have a need for ...

B2B and B2C business models target two completely different audiences. The two types of businesses also differ in their sales cycles, relationships with customers, and marketing tactics.

Mike Moorman - Academic Director; Adjunct Lecturer of Executive Education; ZS Principal (Emeritus), B2B Sales Strategy and Transformation Practice Leader Arun Shastri - ZS Managing Principal, B2B ...