Marketing & sales

What are the new best practices for selling innovative, hi-tech products? Researchers Tom Steenburgh, professor at the Darden School, and Michael Ahearne, professor at the University of Houston, share evidence-based best practices.

There is not a sector of the economy that does not rely on alliances to gain a competitive advantage. Alliances require soft skills that many managers with command-and-control backgrounds need to acquire in order to create successful partnerships.