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A Great Sales Pitch Hinges on the Right Story
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 meet someone’s ...
A New Way to Compensate Sales Teams - Harvard Business Review
Managing sales teams has never been easy. It involves dealing with independent personalities, frequent turnover, training challenges, and disappointing pipelines. New layers of technology are ...
How CEOs Make or Break Sales - Harvard Business Review
A conversation with INSEAD professor Christoph Senn on what to do if your CEO is either overly involved—or not involved enough—in deals.
5 Skills Every Salesperson Needs to Succeed
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 ...
How Sales Teams Can Use Gen AI to Discover What Clients Need
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 can produce ...
5 Gen AI Myths Holding Sales and Marketing Teams Back
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 around gen AI is ...
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 ...
HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners)
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.
Avoid These 3 Pitfalls When Giving a Sales Presentation
A study examined the habits of almost 5,000 sales professionals whose livelihoods depend on their ability to build and deliver persuasive presentations. The findings revealed 12 common mistakes ...
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