October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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12. Designing the Sales Organization for the Digital Age
Microsoft, a technology behemoth, and W.W. Grainger, a leading distributor of industrial supplies and safety products for businesses, serve very different markets and are different in scale. But the same digital forces are reshaping both companies’ sales channels, the paths they and their customers use to connect with each other. In the hunt for effectiveness, sales roles at both are becoming more specialized, with focused responsibilities to bring expertise to key tasks. And in the hunt for efficiency, both organizations are using less costly channels (such as digital and inside sales and partner resellers at Microsoft) to take over certain sales tasks that these channels do well. ...
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I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.