Selling Data-Based Value in Business-to-Business Markets
The purpose of this paper is to study what aspects a sales function needs to consider when selling new data-based value in business-to-business (B2B) markets. The paper combines literature on the business-to-business sales process with data-based value. The study includes altogether 29 qualitative i...
| Main Authors: | , , , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
Carleton University
2020-01-01
|
| Series: | Technology Innovation Management Review |
| Subjects: | |
| Online Access: | https://timreview.ca/timreview.ca/article/1313 |