|
Sales and marketing - HBR - Harvard Business Review
Find new ideas and classic advice for global leaders from the world's best business and management experts.
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.
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 ...
5 Skills Every Salesperson Needs to Succeed - Harvard Business Review
A study of more than 20,000 job listings for salespeople posted between 2019 and 2022 reveal many of the attributes that have always been crucial for success in this field, such as communication ...
When Sales Incentives Backfire - Harvard Business Review
Sales commissions act as a crucial lever to increase revenue and customers. But sometimes those incentives bring unintended consequences. New research identifies eight ways that salespeople across ...
How CEOs Make or Break Sales - Harvard Business Review
A CEO’s involvement in B2B sales deals, while often well-intentioned, can sometimes backfire. INSEAD marketing professor Christoph Senn has spent years studying the role top leaders play in B2B ...
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 ...
How to Improve Your Sales Skills, Even If You’re Not a Salesperson
At some point in your career, even if you’re not in sales, you’re going to have to sell something — whether it’s your idea, your team, or yourself. Here are some strategies for improving ...
Integrating Digital Tools into Every Stage of Your Sales Strategy
Frank V. Cespedes is a senior lecturer at Harvard Business School and the author of Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021).
3 Behaviors That Drive Successful Salespeople - Harvard Business Review
Ryan Fuller leads the Workplace Analytics and MyAnalytics product teams within Microsoft focused on transforming organizational productivity and employee experience through behavioral analytics ...
|
