Sales goes Digital at the Divia Event

Digitalization has changed not only how we  behave, but also how we buy – regardless if in B2C or B2B. Buyers are becoming increasingly well-informed of our offerings and those of our competitors. How should we in sales react to the situation when buyers contact potential suppliers even later in their buying processes? Are salespeople still needed? […]

Presenting at the AMA SERVSIG conference in Helsinki, Finland

I felt honored to be presenting my research in the area of sales and sales management at the AMA (American Marketing Association) SERVSIG (Special Interest Group for Service marketing research) International Service Research conference 2012 held in Helsinki, Finland. To my not so big surprise, there were few presentations that actually focus on value-based service […]