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- 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
- Sales and marketing - HBR - Harvard Business Review
Sales Digital Article Prabhakant Sinha, Arun Shastri, Sally Lorimer, and Srihari Sarangan; Don’t replace reflective decision-making—speed it up Save Share June 06, 2025
- A New Way to Compensate Sales Teams - Harvard Business Review
Managing sales teams has never been easy It involves dealing with independent personalities, frequent turnover, training challenges, and disappointing pipelines New layers of technology are
- 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
- 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
- 5 Skills Every Salesperson Needs to Succeed - Harvard Business Review
A sales leader at an asset management firm reflected: “Our inside salespeople are doing a better job than our field salespeople And they make one third as much ” In the pharmaceutical
- Lessons from the Bud Light Boycott, One Year Later
An analysis of sales data confirms that Bud Light suffered a sustained downturn in sales, more pronounced in Republican-leaning counties in the U S And it explains several factors that determine
- 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
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