And because of the high value and long-term commitment, B2B sales tend to have lower conversion rates than B2C. Getting enterprise clients onboard requires planning and a highly targeted approach.

Based on my own years of experience leading sales teams, here are several steps that can help you create the right plan for your team ... and your compensation strategy should drive effective ...

Target unveiled a 5-year plan to grow its sales to above $15 billion. The company aims to open around 300 stores over 10 years, including about 20 full-size stores in 2025. Unlock your all-in-one ...

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 ...