Harvard Business Review
JUNE 24, 2013
With maturity, however, it can become rigid and fragile. having sacrificed customer intimacy for increased operational excellence gains through widespread cost cutting, are well documented. The danger is that their management approaches cannot sense or respond to shocks. Operations Risk management Strategy'
Harvard Business Review
JULY 29, 2013
We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.
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