Why women are the future of B-to-B sales

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Tue, Jun 02, 2020

Tania Lennon and Emily Alexander co-authored this blog post.

Access COVID-19 resources

Although women make up just over half of the college-educated workforce, they hold less than one-third of B-to-B sales jobs. According to 2019 Bureau of Labor Statistics data, women are underrepresented in B-to-B sales in most industries, including wholesale and manufacturing (27%) and financial services (30%).


>
Read More

Four things sales organizations must do to adapt to the crisis

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Apr 13, 2020

The coronavirus pandemic has struck at the very heart of what makes sales organizations tick. Sales leaders are asking: What should we do now to keep our field-sales organization safe and productive? And what does this mean for the future of selling?


>
Read More

How Sales Teams Can Thrive in a Digital World

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Feb 19, 2020

Since the dawn of the internet era, experts have predicted that technology will replace salespeople, and it’s easy to find examples. From 2005 to 2017, U.S. pharmaceutical companies slashed one-third of their salespeople, while the use of digital information sources (email, podcasts, mobile apps, websites) grew. From 2009 to 2019, industrial supply distributor W.W. Grainger cut more than a quarter of its branch locations and numerous field sales jobs. Since the mid-1990s, Grainger had been investing in digital capabilities to supplement its network of branch stores and salespeople. By 2019, Grainger’s purely online “endless assortment” business was 15% of sales and growing. Grainger’s still dominant “high-touch solutions” business deployed a combination of field and inside sales forces, and digital channels against the largest customers. Meanwhile, Amazon’s industrial products distribution business, launched in 2015, was already half the size of Grainger’s in North America.


>
Read More

Why Every Sales and Marketing Team Needs a 'Boundary Spanner'

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, Dec 05, 2019

Dharmendra Sahay was a co-author on this blog post. 

Advances in data, technology and analytics continue to bring new opportunities for improving sales and marketing effectiveness. Digital capabilities have evolved from descriptive (reporting what happened), to diagnostic (understanding why), to predictive (projecting what will happen if), to prescriptive (recommending what to do). But the road to realizing value continues to be bumpy.


>
Read More

What Is a Customer Success Manager?

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Nov 20, 2019

When a business buyer makes an initial purchase from a seller, it’s only the start of the value exchange between the two. Most of the mutual value accrues over time as the customer benefits and both continues and expands purchasing.


>
Read More