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Entrepreneurial and Small Business Operations Commons™
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Articles 241 - 241 of 241
Full-Text Articles in Entrepreneurial and Small Business Operations
Sales Enablement In Entrepreneurial Ventures: Essays On The Role Of Social Capital And Resilience In Disruptive Environments, Ali Anwar
Theses and Dissertations (Comprehensive)
Enduring commercial success of entrepreneurial ventures is often associated with effective selling and an ability to navigate dynamic environments. However, two challenges stand out: 1) effectively managing cross-functional integration of sales with other value-creating organizational functions, given that selling in the contemporary organization is a multi-actor, strategic effort, and 2) being resilient to environmental disruptions, given the increasing frequency of their occurrence. I take a sales enablement perspective to focus on themes which are essential to optimizing sales performance in entrepreneurial ventures. The first theme focuses on internal social capital embedded in the cross-functional relationships of the sales, marketing, and …