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The Growing Power of Inside Sales

Harvard Business Review

JULY 29, 2013

Third, new easy-to-use online webinar and videoconferencing technologies make it possible for inside salespeople to create customer intimacy without field interaction. Different companies divide it in different ways: By market segment. What types of selling situations or tasks are most compatible with inside sales?

B2B 8
B2B Power Market Segmentation Customer Intimacy 8
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Understanding Customers Is Everyone's Job

Harvard Business Review

APRIL 18, 2013

retailer Tesco built detailed profiles of customers and then used these insights and a flexible supply chain to customize their products and offers. Creating products and services for market segments of one (" mass customization ") isn''t easy. In a previous post , I described how U.K.

Customer Intimacy 8
Customer Intimacy Supply Chain Market Segmentation Human Resources 8
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