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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 and marketing Digital Article Saloni Firasta-Vastani The value you assign sets expectations, shapes behavior, and, once established, is difficult to reverse
- 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
- 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
- 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
- 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 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
- A Better Way to Link Sales and Marketing - Harvard Business Review
Arun Shastri is a leader of the artificial intelligence practice at ZS, a global professional-services firm, and teaches sales executives at Northwestern’s Kellogg School of Management He is a
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