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Sales and marketing - HBR - Harvard Business Review Sales and marketing Digital Article Saloni Firasta-Vastani The value you assign sets expectations, shapes behavior, and, once established, is difficult to reverse
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 A CEO’s involvement in B2B sales deals, while often
5 Gen AI Myths Holding Sales and Marketing Teams Back In marketing and sales, the buzz around gen AI is particularly strong According to a recent McKinsey survey of almost 4,000 commercial leaders, one in five sales organizations has already
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 team management - HBR - Harvard Business Review Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five In her first year on the job, she tackled a major revamp Save; Share; June 25, 2019;