Index
A
- Account manager see Sales force
- Account teams see also Key account management
- Adidas
- Adobe
- Afiniti
- Alcoa
- Allianz
- Amazon
- American Airlines
- American Express
- Analytical capabilities
- granular insights
- Artificial intelligence see also Machine learning
B
- Best Buy
- Big data
- applications
- capabilities
- definition
- sources
- Big-deal teams
- BMW
- Bon-Ton
C
- Capability building see also Talent management
- coaching
- experiential learning
- for partners
- role playing
- Capital One
- Cargill
- Caterpillar
- Change management
- sales culture
- Channels see also Digital channels, Direct channels, Indirect channels, Multichannel
- conflict
- customer service
- hybrid
- Channel partners see Indirect channels
- Churn
- retention
- Cisco
- Citrix
- ClearLink
- Coaching see Capability building
- Coca-Cola Enterprises
- Commission see Compensation
- Compensation
- incentives/commission
- non-financial incentives
- Compete
- comScore
- Conversion rate
- Cost of sales
- County Market
- Cross-selling/upselling
- Customer see Sales experience
- acquisition
- decision journey
- insights
- loyalty
- needs
- retention see Churn
- satisfaction
- Customer relationship management
- Customer service see Channels
D
- Demand
- investing ahead
- modeling
- Deutsche Bank
- Digital channels see also mobile channels
- location-based selling
- quick-response codes
- social media
- Direct channels
- future of see also Digital channels, Sales force
- Distributors see Indirect channels
E
- EMC
- Emerging markets
- Enterprise sales see Key account management
- Essent
- Experts
F
- Field reps see Sales force
- FreshDirect
- Frontline leaders see Sales force, Sales managers
G
- Go-to-market model
- Grainger
H
- Hero Honda
- Hewlett Packard Enterprise
- Hiring see Capability building
- Hunter-farmer model
- Hyundai
I
- IKEA
- Incentives see Compensation
- Indirect channels see also Capability building, Multichannel
- dealers
- performance management
- Inside sales see Sales force
- Intercontinental Hotel Group
- Internet see Digital channels
- Internet of Things
- Intesa Sanpaolo
- Intuit
- IPsoft
- Itaú Unibanco
K
- Key account management
L
- L'Oréal
- Lattice Engines
- Leads/lead generation
- qualification
- Loyalty programs
M
- Machine learning
- Marketing
- budget
- collaboration with sales
- Mars
- McDonald's
- McKinsey Global Institute
- Merck
- Micro-markets
- definition
- Microsoft
- Middle managers see Sales managers
- Mint
- Mobile channels
- augmented reality
- Multichannel see also Channels
N
- Neiman Marcus
- Nike
- Nissan
- Nordstrom
O
- Omnichannel see Multichannel
- Online channel see Digital channels
- Outsourcing see Sales
P
- Partners see Indirect channels
- Performance management see also Capability building, Compensation
- reporting
- ride-alongs
- sales planning
- targets
- Personalization
- Phone sales see Direct channels
- Portugal Telecom
- Pioneer Hi-Bred
- PNC Financial Services
- Presales
- Pricing
- Procter & Gamble
- Progressive
- Product development
Q
- Quantum Black
R
- Red Ventures
- Retail stores
- bank branches
- Routes to market see Channels
S
- Sales automation
- Sales collateral see Sales tools
- Sales experience
- Sales force
- coaching see Capability building
- coverage
- feeding insights to marketing
- field reps
- inside sales/phone sales reps
- productivity
- Sales leaders
- Sales/frontline managers
- coaching see Capability building
- Sales operations
- collocation
- definition
- Sales outsourcing
- Sales pipeline
- Sales strategy
- Sales tools see also Customer relationship management, Technology-enabled sales
- Salesforce
- Samsung
- SAP
- Schneider Electric
- Segmentation
- micro-segmentation
- partner segmentation
- Sephora
- Shopkick
- Siemens
- Small and midsize customers
- Social media see Digital channels
- Solution sales see also Presales
- Specialists see Experts
- SportCheck
- Sungevity
- SWIFT
T
- T-Mobile USA
- Talent management
- TDC
- Technical sales see Presales
- Technology-enabled sales
- IT tools
- Telesales see Direct channels
- Tesco
- Topshop
- Training see Capability building
U
- UPS
V
- Value proposition
- VimpelCom
- Vodafone
W
- Web see Digital channels
- Webhelp
- Williams-Sonoma
- Win rate
- Word of mouth
- Würth
Y
- Yihaodian
- YouTube
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