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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 …
A New Way to Compensate Sales Teams - Harvard Business …
Mar 15, 2024 · Managing sales teams has never been easy. It involves dealing with independent personalities, frequent turnover, training challenges, and disappointing pipelines. New layers …
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.
Sales and marketing - HBR - Harvard Business Review
1 day ago · How to Get Celebrity Investors to Back Your Business Sales and marketing Digital Article Mark DesJardine and Brian Connelly High-profile shareholders bring more than …
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 …
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 …
5 Gen AI Myths Holding Sales and Marketing Teams Back
Feb 21, 2025 · New and disruptive technologies often generate both excitement and anxiety, and generative artificial intelligence (gen AI) is no exception. In marketing and sales, the buzz …
When Sales Incentives Backfire - Harvard Business Review
Mar 18, 2025 · A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system.
HBR's 10 Must Reads on Sales (with bonus interview of Andris …
Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles.
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 …