Digitization

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

Execution

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

Other

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

Other

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

Digitization

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

Sales Drive

Small but promising: Five myths relating to smart account management

Digitization

In a nutshell: The emerging importance of salesperson analytical skills

Other

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