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 that your knowledge ...

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 it was 20 years ago, the ...

Aug 21, 2023 · Find new ideas and classic advice for global leaders from the world's best business and management experts.

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 improving ...

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: Competitive Insights from ...

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 and ...

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 factors that determine ...

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 pharmaceutical ...

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 a sharply ...

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 increases ...