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Digitization

In a nutshell: Digital transformation of B2B sales – what needs to be unlearned

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Execution

In a nutshell: Project customization and the supplier revenue-cost dilemmas

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Other

In a nutshell: Linking B2B sales performance to entrepreneurial selling actions

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Other

In a nutshell: Strategic orientations, marketing proactivity and firm market performance

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Digitization

In a nutshell: Managing B2B customer journeys in the digital era

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Sales Drive

Small but promising: Five myths relating to smart account management

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Digitization

In a nutshell: The emerging importance of salesperson analytical skills

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Other

In a nutshell: Can B2B firms benefit from competitors’ advertising?

 

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