Strategic Sales Conversations As A Foundation For Effective Partnership Selling

This paper presents a new sales organization tool, strategic sales conversations, that can be used to enhance relationships with customers. Strategic sales conversations are an adaptation of strategic conversations in an inter- and intra- organizational context in which the selling firm is attempting to utilize open and honest communication to better understand the long-term needs of the buying organization.  A process model of strategic sales conversations is developed and its implications are discussed.&nbsp

Strategic Sales Conversations as a Foundation for Effective Partnership Selling

This paper presents a new sales organization tool, strategic sales conversations, that can be used to enhance relationships with customers. Strategic sales conversations are an adaptation of strategic conversations in an inter- and intra- organizational context in which the selling firm is attempting to utilize open and honest communication to better understand the long-term needs of the buying organization. A process model of strategic sales conversations is developed and its implications are discussed

Sustainable Corporate Entrepreneurship

Corporate entrepreneurship has, for a number of decades, been viewed as one approach for generating growth through new product, process, market, or strategy innovation. More recently, and largely in response to rising costs and stakeholder concerns, managers have begun to pay increasing attention to issues of sustainability and corporate social responsibility. This paper demonstrates how sustainability can be embedded into a corporate entrepreneurship framework. In addition, managers who embrace sustainability principles are providing a stimulus for corporate entrepreneurship that may result in the discovery or creation, assessment, and exploitation of entrepreneurial opportunities, an enhanced reputation, and, ultimately, a competitive advantage