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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
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
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
Sales - 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
Avoid These 3 Pitfalls When Giving a Sales Presentation She is the principal and founder of Sjodin Communications, a public speaking, sales training, and consulting firm based in Newport Beach, CA Her latest book, Presentation Read y , (McGraw-Hill