How do modern sales methodes improve the B2B sales funnel and boost sales performance?
Scharek, Viktor (A.A. 2024/2025) How do modern sales methodes improve the B2B sales funnel and boost sales performance? Tesi di Laurea in Financial statement analysis, Luiss Guido Carli, relatore Jonathan Berkovitch, pp. 45. [Bachelor's Degree Thesis]
Full text for this thesis not available from the repository.
Abstract/Index
Background and importance. The role of sales funnels in B2B sales success. Research question and objectives. The research question. Objectives. The sales funnel in B2B sales. Definition and importance of a sales funnel in B2B sales. How sales funnels help in structuring and optimizing the sales process. DiMerences between B2B and B2C sales funnels. Key stages of the B2B sales funnel: framework reference. Case study: implementing the B2B sales funnel in a start-up context. The evolution of solution selling in B2B. Changes in B2B buying behavior. The role of data and technology in modern solution selling. Modern approaches to enhancing B2B sales. AI-powered sales forecasting and personalized outreach. Social selling and digital engagement. Account-based selling (ABS). The role of customer success in B2B growth. Creating a real-world framework for B2B sales optimization. Introduction to the framework. Framework overview: the four pillars of B2B sales optimization. Measuring the financial impact of sales funnel optimization. Key performance indicators (KPIs) for evaluating success. The financial justification for sales funnel optimization. Discussion and future perspectives. The most impactful improvements across funnel stages. Final thoughts on b2b sales transformation and its strategic impact.
References
Bibliografia: pp. 43-44.
| Thesis Type: | Bachelor's Degree Thesis |
|---|---|
| Institution: | Luiss Guido Carli |
| Degree Program: | Bachelor's Degree Programs > Bachelor's Degree Program in Business Administration, English language (L-18) |
| Chair: | Financial statement analysis |
| Thesis Supervisor: | Berkovitch, Jonathan |
| Academic Year: | 2024/2025 |
| Session: | Summer |
| Deposited by: | Alessandro Perfetti |
| Date Deposited: | 22 Dec 2025 09:39 |
| Last Modified: | 22 Dec 2025 09:39 |
| URI: | https://tesi.luiss.it/id/eprint/44551 |
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