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  2. A Great Sales Pitch Hinges on the Right Story

    May 21, 2024 · When you’re working in sales, you need to master the art of persuasion and that involves being able to tell a compelling story that explains why your product or service will …

  3. 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.

  4. Sales and marketing - HBR

    4 days ago · Find new ideas and classic advice for global leaders from the world's best business and management experts.

  5. 5 Skills Every Salesperson Needs to Succeed

    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 …

  6. 5 Gen AI Myths Holding Sales and Marketing Teams Back

    Feb 21, 2025 · Gen AI is a new and fast-moving technology. That leads to persistent misconceptions about what it can do—and what it needs to work successfully. Managers who …

  7. Winning the Right Customers Isn’t Just a Sales Issue

    May 5, 2025 · If you’re trying to lead growth of any kind, from revenue to margin expansion, it’s critical that your sales organization has a clear understanding of your go-to-market strategy. …

  8. 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 …

  9. 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 …

  10. 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 …

  11. How Sales Teams Can Use Gen AI to Discover What Clients Need

    Feb 13, 2025 · In the face of decreasing access to buyers, sales organizations often increase the volume of their sales outreach, hoping that more times at bat will result in more hits. While this …

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