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- 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
- 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
- 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
- 5 Gen AI Myths Holding Sales and Marketing Teams Back
In marketing and sales, the buzz around gen AI is particularly strong According to a recent McKinsey survey of almost 4,000 commercial leaders, one in five sales organizations has already
- 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 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
- 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
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