A Great Sales Pitch Hinges on the Right Story - Harvard Business …
May 21, 2024 · In sales, the key to persuasive storytelling is to suspend your own judgments about why other people should buy, sell, or highlight your product or service. This is not to say …
A New Way to Compensate Sales Teams - Harvard Business Review
Mar 15, 2024 · I talk to hundreds of sales leaders each year at B2B companies of all sizes, and a common theme has emerged: Although the business environment is completely different than …
Sales and marketing - HBR - Harvard Business Review
Aug 21, 2023 · Find new ideas and classic advice for global leaders from the world's best business and management experts.
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 …
Seven Personality Traits of Top Salespeople - Harvard Business …
Jun 27, 2011 · Steve W. Martin teaches sales strategy at the University of Southern California Marshall School of Business. His new book is titled Heavy Hitter I.T. Sales Strategy: …
Teaching Sales - Harvard Business Review
Reprint: R1207H A well-staffed sales function is vital to business success, but most MBA programs fail to offer any sales-related courses at all. As selling becomes more sophisticated …
Lessons from the Bud Light Boycott, One Year Later
Mar 20, 2024 · An analysis of sales data confirms that Bud Light suffered a sustained downturn in sales, more pronounced in Republican-leaning counties in the U.S. And it explains several …
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 …
Sensemaking for Sales - Harvard Business Review
The amount of product and service information available to B2B customers—reports, blogs, display ads, email marketing, and more—has become overwhelming, leading to indecision and …
How to Digitalize Your Sales Organization - Harvard Business Review
Companies can reap great benefits from digitalizing their sales organizations—that is, using technology, data, and analytics to improve the sales process. Done well, digitalization …