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Author: Mary Caravella
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Professional Selling: Readings and Content
1.1 Video: Hubspot "Inbound Sales Fundamentals"
1.2 Reading: Pink "Rebirth of a Salesman"
1.3 Reading: Economist (2016) "Secrets and Agents"
1.4 Video Lecture: How to be a Peach in a World Full of Lemons
2.1 Reading: Kotler & Armstrong: Business Markets and Business Buyer Behavior
2.2 Video Lecture: Building Insight into Customer Decision-Making
2.3 Reading: Kotler & Armstrong, Buyer Decision Processes
2.4 Video: Hubspot Academy: Why Inbound Sales (Understanding the Buyer's Journey)
2.5 Reading: Adamson et al, The Challenger Customer, Chapter 1 (excerpts)
2.6 Video Lecture: Modeling the B2B Buying Journey
2.7 Video Lecture: Analyzing the B2B Buying Center
3.1 Video Lecture: Aligning B2B Digital Marketing for Value
3.2 Video: Hubspot (2022) "Inbound Marketing Fundamentals"
3.3 Reading: Bain, "The Elements of Value" HBR (Excerpts)
3.4 Video Lecture: Aligning Sources of B2B Value with the Buying Journey
3.5 Reading: Konrath (2012) Value Propositions (excerpts)
3.6 Building Value Proposition Statements
VPT.1 Reading NYT (2016) "What Google Learned from its Quest to Build the Perfect Team"
VPT.2 Reading: HBR (2018) "How to Collaborate Effectively if Your Team is Remote"
Pricing Models for Professional Services
Professional Selling Copyright © 2023 by ProfCaravella. All Rights Reserved.
