Sales Development in Business-to-Business Markets

Tommi Mahlamäki, Juho Martikainen

2024

Abstract

Sales development has emerged as a critical strategy within the business-to-business (B2B) landscape, propelled by the ongoing digitalization of sales processes. This paper explores how digital technologies, including artificial intelligence (AI), machine learning, CRM systems, and e-commerce platforms, have reshaped sales strategies and interactions between buyers and sellers. As digital tools become integral to modern sales operations, the role of sales development in generating leads and fostering customer relationships is increasingly prominent. The paper reviews existing literature on sales development, highlighting its evolution from traditional sales models to contemporary digital frameworks. Furthermore, the study proposes an initial conceptual framework for understanding sales development in B2B contexts, setting the stage for empirical research to explore its implementation and effectiveness in enhancing sales performance and customer engagement.

Paper Citation

in Harvard Style

Mahlamäki T. and Martikainen J. (2024). Sales Development in Business-to-Business Markets. In Proceedings of the 16th International Joint Conference on Knowledge Discovery, Knowledge Engineering and Knowledge Management - Volume 3: KMIS; ISBN 978-989-758-716-0, SciTePress, pages 273-279. DOI: 10.5220/0012980200003838

in Bibtex Style

@conference{kmis24,
author={Tommi Mahlamäki and Juho Martikainen},
title={Sales Development in Business-to-Business Markets},
booktitle={Proceedings of the 16th International Joint Conference on Knowledge Discovery, Knowledge Engineering and Knowledge Management - Volume 3: KMIS},
year={2024},
pages={273-279},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0012980200003838},
isbn={978-989-758-716-0},
}

in EndNote Style

TY - CONF

JO - Proceedings of the 16th International Joint Conference on Knowledge Discovery, Knowledge Engineering and Knowledge Management - Volume 3: KMIS
TI - Sales Development in Business-to-Business Markets
SN - 978-989-758-716-0
AU - Mahlamäki T.
AU - Martikainen J.
PY - 2024
SP - 273
EP - 279
DO - 10.5220/0012980200003838
PB - SciTePress