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A Great Sales Pitch Hinges on the Right Story - Harvard Business Review
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.
What Salespeople Need from Leaders—at Each Stage of Their Careers
Leading a high-performing sales team requires a personalized talent management approach. Salespeople’s needs evolve throughout their careers, and while sales managers often focus on competencies ...
4 Steps That Can Optimize Your Sales Process - Harvard Business Review
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 and choices that ...
Winning the Right Customers Isn’t Just a Sales Issue
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. Here are ...
Sales and marketing - HBR - Harvard Business Review
A riveting, insider's look at the creation and evolution of the like button and what it reveals about innovation, business, and culture--and its profound...
5 Skills Every Salesperson Needs to Succeed - Harvard Business Review
A study of more than 20,000 job listings for salespeople posted between 2019 and 2022 reveal many of the attributes that have always been crucial for success in this field, such as communication ...
A New Way to Compensate Sales Teams - Harvard Business Review
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 ...
How CEOs Make or Break Sales - Harvard Business Review
A CEO’s involvement in B2B sales deals, while often well-intentioned, can sometimes backfire. INSEAD marketing professor Christoph Senn has spent years studying the role top leaders play in B2B ...
How Sales Teams Can Use Gen AI to Discover What Clients Need
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 and an expert in sales ...
Research: Smaller, More Precise Discounts Could Increase Your Sales
Discounts are an important promotional tactic retailers use to drive sales. So much so that discounts were a major factor for three out of four U.S. online shoppers in 2023, luring consumers away ...
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