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Can Your Employees Really Speak Freely? - Harvard Business Review No matter how approachable you may be as a manager, chances are good that your employees are withholding valuable intelligence from you Research shows that many people are more likely to keep mum
You Invented a Great New Product. Now, How Do You Sell It? HR creates competency maps and works with sales managers to establish training and coaching programs Frontline sales managers support the learning process that their reps go through in the field
The Good-Better-Best Approach to Pricing Companies often crimp profits by using discounts to attract price-sensitive customers and by failing to give high-end customers reasons to spend more A multitiered offering can use a stripped
Sales and marketing - HBR - Harvard Business Review Sales and marketing Magazine Article Ayelet Israeli, Leonard A Schlesinger, Matt Higgins, and Ryan Reynolds A guide to creating fastvertising—quick response ads that go viral
HBR Store - Business Case Studies Case studies written by professors at HBS and other leading business programs worldwide, focusing on real-world problems and decisions companies face
The 5 Things All Great Salespeople Do - Harvard Business Review It’s not a coincidence that the top salespeople in your company are probably at the top of the leaderboard year in and year out Some may think it’s because certain people have it easier, or
Fostering an Ethical Culture on Your Sales Team Sales scandals can take a large toll Companies must take steps to protect themselves from the risk of sales fraud: and our research with over 1,000 sales professionals in 50 companies has