Search Results - "Lorimer, Sally"

Holistic Selling: An Emerging Paradigm in B2B Markets.

Authors: Kalwey, Tim Krafft, Manfred Lim, Yeji et al.

Source: Journal of Marketing. Nov2025, Vol. 89 Issue 6, p77-99. 23p.

A Better Way to Link Sales and Marketing.

Authors: Sinha, Prabhakant Shastri, Arun Lorimer, Sally

Source: Harvard Business Review. Nov/Dec2024, Vol. 102 Issue 6, p116-124. 9p. 1 Color Photograph, 3 Cartoon or Caricatures.

Generative AI Solutions to Empower Financial Firms.

Authors: Dubey, Shashank Shaurya Astvansh, Vivek Kopalle, Praveen K.

Source: Journal of Public Policy & Marketing. Jul2025, Vol. 44 Issue 3, p411-435. 25p.

Authors: Sinha, Prabhakant Shastri, Arun Lorimer, Sally

Source: Journal of Global Marketing. Jan-Mar2026, Vol. 39 Issue 1, p18-48. 31p.

Subject Terms: *Business analytics, *Change management, *International business enterprises, *Business enterprises, Data modeling, Digital technology

Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes.

Authors: Ahearne, Molly Pourmasoudi, Mohsen Atefi, Yashar et al.

Source: Journal of Marketing. Jan2025, Vol. 89 Issue 1, p94-116. 23p.

Sales Teams, Don't Undervalue Face Time with Customers.

Authors: Sinha, Prabhakant Shastri, Arun Lorimer, Sally

Source: Harvard Business Review Digital Articles. 10/22/2025, p1-7. 7p.

Why Every Sales and Marketing Team Needs a “Boundary Spanner”.

Authors: ZOLTNERS, ANDRIS A. SINHA, PRABHAKANT LORIMER, SALLY E. et al.

Source: Harvard Business Review. Winter2022 Special issue, p110-112. 3p. 2 Color Photographs.

Drivers of B2B sales force decline and growth.

Authors: Sinha, Prabhakant Shastri, Arun Lorimer, Sally et al.

Source: Journal of Personal Selling & Sales Management. Mar2026, Vol. 46 Issue 1, p78-83. 6p.

A New Livestream Retail Analytics Framework to Assess the Sales Impact of Emotional Displays.

Authors: Bharadwaj, Neeraj Ballings, Michel Naik, Prasad A. et al.

Source: Journal of Marketing. Jan2022, Vol. 86 Issue 1, p27-47. 21p. 2 Diagrams, 5 Charts, 7 Graphs.

Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention.

Authors: Rao, Raghunath Singh Viswanathan, Madhu John, George et al.

Source: Journal of Marketing Research (JMR). Aug2021, Vol. 58 Issue 4, p686-704. 19p. 7 Charts, 5 Graphs.

Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of "Hockey Stick," "Giving Up," and "Resting on Laurels".

Authors: Jerath, Kinshuk Long, Fei

Source: Journal of Marketing Research (JMR). Apr2020, Vol. 57 Issue 2, p211-235. 25p. 7 Charts, 8 Graphs.

4 Things Sales Organizations Must Do to Adapt to the Crisis.

Authors: Zoltners, Andris A. Sinha, P. K. Lorimer, Sally E.

Source: Harvard Business Review Digital Articles. 4/13/2020, p2-5. 4p.

The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople's Efforts.

Authors: Magnotta, Sarah Murtha, Brian Challagalla, Goutam

Source: Journal of Marketing Research (JMR). Aug2020, Vol. 57 Issue 4, p695-716. 22p. 1 Diagram, 4 Charts, 1 Graph.

Sales Territory Alignment: An Overlooked Productivity Tool.

Authors: Zoltners, Andris A. Lorimer, Sally E.

Source: Journal of Personal Selling & Sales Management. Summer2000, Vol. 20 Issue 3, p139-150. 12p. 1 Diagram, 2 Graphs.

Match Your Sales Force Structure to Your Business Life Cycle. (cover story)

Authors: Zoltners, Andris A. Sinha, Prabhakant Lorimer, Sally E.

Source: Harvard Business Review. Jul/Aug2006, Vol. 84 Issue 7/8, p81-89. 9p. 3 Charts, 1 Graph.

Are You Paying Enough Attention to Your Sales Force?

Authors: Zoltners, Andris A. Sinha, Prabhakant Lorimer, Sally

Source: Harvard Business Review Digital Articles. 4/12/2013, p1-4. 4p.

Silver Bullets Won't Fix Your Sales Force.

Authors: Zoltners, Andris A. Sinha, P. K. Lorimer, Sally

Source: Harvard Business Review Digital Articles. 10/19/2012, p1-4. 5p.

Wells Fargo and the Slippery Slope of Sales Incentives.

Authors: Zoltners, Andris A. Sinha, Prabhakant Lorimer, Sally

Source: Harvard Business Review Digital Articles. 9/20/2016, p1-5. 5p.

Customer–Salesperson Price Negotiations During Exceptional Demand Contractions.

Authors: Cardy, Claire Chaker, Nawar N. Habel, Johannes et al.

Source: Journal of Service Research. Aug2023, Vol. 26 Issue 3, p351-370. 20p.

Help Your Salespeople Spend Time on the Right Things.

Authors: Zoltners, Andris A. Sinha, P. K. Lorimer, Sally E.

Source: Harvard Business Review Digital Articles. 2/15/2016, p2-5. 4p.