Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study

Review Computer Science, Information Systems

Social Media Adoption, Usage And Impact In Business-To-Business (B2B) Context: A State-Of-The-Art Literature Review

Yogesh K. Dwivedi et al.

Summary: This research provides a comprehensive analysis of the use of social media by B2B companies and offers a valuable information framework for academia and practitioners in the field of social media.

INFORMATION SYSTEMS FRONTIERS (2023)

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Article Business

Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance*

Nawar N. Chaker et al.

Summary: The nature of inside sales has evolved to become more autonomous, important, and extensive, as buyers shift their preferences from face-to-face interactions to virtual relationships. Inside salespeople are increasingly using social media as a critical tool, but research has yet to fully explore the reasons and methods behind this. Firm digital technology resources play a significant role in shaping the effects of the social media strategies employed by inside salespeople.

INDUSTRIAL MARKETING MANAGEMENT (2022)

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Review Business

The sales-marketing interface: A systematic literature review and directions for future research

Wim Biemans et al.

Summary: This paper presents a systematic literature review on the sales-marketing interface (SMI), identifying major themes and resolving inconsistencies. It also develops a comprehensive conceptual model and suggests four directions for future research on SMIs.

INDUSTRIAL MARKETING MANAGEMENT (2022)

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Article Business

Investigating tensional knots in servitizing firms through communicative processes

Jawwad Z. Raja et al.

Summary: This paper examines the tensions encountered by industrial firms in integrating services into their offerings, and explores how these tensions lead to movement and entanglement across organizational levels. The findings highlight the complexity challenges faced by servitizing firms, and provide important implications for ongoing coping strategies.

INDUSTRIAL MARKETING MANAGEMENT (2022)

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Article Business

A new perspective on sales outcome controls: an inside sales perspective

Richard Conde et al.

Summary: This study highlights the need to divide outcome controls into sales and phone operational controls to impact inside sales agent performance, with phone operational outcomes potentially dampening sales agent job satisfaction. Practical implications include the importance for practitioners to understand the effects of both sales and phone operational outcomes on sales agent performance, and the negative influence of excessive focus on phone operational outcomes by inside sales managers.

EUROPEAN JOURNAL OF MARKETING (2021)

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Article Business

Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

Deva Rangarajan et al.

Summary: The COVID-19 pandemic has altered salespeople's interactions with customers and B2B organizations, prompting the need for organizations to develop adaptive sales forces. Research suggests firms should prepare to confront future challenges similar to a pandemic.

BUSINESS HORIZONS (2021)

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Article Business

The impact of digital transformation on salespeople: an empirical investigation using the JD-R model

Paolo Guenzi et al.

Summary: Digital transformation in sales forces has both positive and negative impacts on salespeople, with the potential to increase motivation but also generate stress. By studying the psychological reactions of salespeople, we can better manage digital transformation for successful integration.

JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT (2021)

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Article Business

Global perspectives of sales enablement: Constituents, services, and goals

Robert M. Peterson et al.

Summary: The study highlights significant differences in sales enablement, particularly in terms of target audience, services provided, and effectiveness metrics. Starting from salespeople and account managers as the main focus, there are also significant variations in stakeholders across regions; furthermore, services and goals offered by sales enablement vary widely globally.

INDUSTRIAL MARKETING MANAGEMENT (2021)

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Article Business

Practical insights for sales force digitalization success

Andris A. Zoltners et al.

Summary: This paper examines the challenges, success factors, and implementation suggestions for digitalization in sales organizations. It proposes a conceptual model for digital success, highlights key points for overcoming challenges, and emphasizes the importance of team building and support elements in sustaining success.

JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT (2021)

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Review Business

The state of selling & sales management research: a review and future research agenda

Adam Rapp et al.

Summary: This paper reviews the areas of professional selling and sales management research, highlighting the need for deeper investigation in sales enablement and organizational behavior topics. The literature is categorized into macro and micro topics, considering the meso paradigm which spans different organizational levels. Specific research questions are provided for future investigation, along with limitations and opportunities identified in the review.

JOURNAL OF MARKETING THEORY AND PRACTICE (2021)

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Review Business