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A Great Sales Pitch Hinges on the Right Story - Harvard …
May 21, 2024 · 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
3 days ago · Sales and marketing Digital Article Saloni Firasta-Vastani The value you assign sets expectations, shapes behavior, and, once established, is difficult to reverse.
How CEOs Make or Break Sales - Harvard Business Review
Mar 5, 2025 · 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 …
5 Skills Every Salesperson Needs to Succeed - Harvard Business …
Sep 19, 2022 · 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 …
5 Gen AI Myths Holding Sales and Marketing Teams Back
Feb 21, 2025 · 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 …
4 Steps That Can Optimize Your Sales Process - Harvard …
Sep 24, 2024 · 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 …
What Salespeople Need from Leaders—at Each Stage of Their …
Apr 24, 2025 · Leading a high-performing sales team requires a personalized talent management approach. Salespeople’s needs evolve throughout their careers, and while sales managers …
How Sales Teams Can Use Gen AI to Discover What Clients Need
Feb 13, 2025 · 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 …
Sales team management - HBR - Harvard Business Review
May 5, 2025 · Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five. In her first year on the job, she tackled a major revamp... Save; Share; June …
How to Improve Your Sales Skills, Even If You’re Not a Salesperson
May 22, 2017 · At some point in your career, even if you’re not in sales, you’re going to have to sell something — whether it’s your idea, your team, or yourself. Here are some strategies for …
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