Track 2: New Business Development

Should Salespeople Target Start-Ups? Examining the Advantages and Disadvantages of “Imprinted Relationships”

Tuba Üstüner, Rosemond Desir, and Joe Cannon

Leveraging Social Networks to Improve Sales Prospecting Outcomes

Srinath Gopalakrishna, Andrew Crecelius, and Raghuram Iyengar

Email Negotiations in B2B Selling: Dynamic Use of Textual Cues as Influence Strategies

Jagdip Singh, Detelina Marinova, and Sunil Singh

A PDF version of this session’s PowerPoint deck is available here.

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