- Sales and marketing - HBR - Harvard Business Review
Sales and marketing Digital Article Saloni Firasta-Vastani The value you assign sets expectations, shapes behavior, and, once established, is difficult to reverse
- A Great Sales Pitch Hinges on the Right Story - Harvard Business Review
The sales team, all wearing company shirts, stopped at a diner for lunch A waitress noticed the logo and approached their table “I love your product,” she said
- Companies Are Using AI to Make Faster Decisions in Sales and Marketing
In today’s dynamic business environment, decision-making in sales and marketing is shifting from reflective to reflexive, leveraging real-time data and AI to enable immediate, context-aware
- How CEOs Make or Break Sales - Harvard Business Review
A conversation with INSEAD professor Christoph Senn on what to do if your CEO is either overly involved—or not involved enough—in deals A CEO’s involvement in B2B sales deals, while often
- How Sales Teams Can Use Gen AI to Discover What Clients Need
Lisa Earle McLeod is a sales strategist and professional speaker whose clients include Salesforce, Kraft Heinz, and Roche She is the author of Selling with Noble Purpose and an expert in sales
- 4 Steps That Can Optimize Your Sales Process - Harvard Business Review
Sales is an art where outcomes matter, so most advice about performing well in this role focuses on the desired outcome: closing the sale But a close is the result of actions and choices that
- Sales team management - HBR - Harvard Business Review
Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five In her first year on the job, she tackled a major revamp Save; Share; June 25, 2019;
- What Salespeople Need from Leaders—at Each Stage of Their Careers
Leading a high-performing sales team requires a personalized talent management approach Salespeople’s needs evolve throughout their careers, and while sales managers often focus on competencies
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