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You Invented a Great New Product. Now, How Do You Sell It? HR creates competency maps and works with sales managers to establish training and coaching programs Frontline sales managers support the learning process that their reps go through in the field
The Good-Better-Best Approach to Pricing Companies often crimp profits by using discounts to attract price-sensitive customers and by failing to give high-end customers reasons to spend more A multitiered offering can use a stripped
How to Design an AI Marketing Strategy - Harvard Business Review In order to realize AI’s giant potential, CMOs need to have a good grasp of the various kinds of applications available and how they may evolve This article guides marketing executives through
Sales team management - HBR Sales Digital Article George Tobias, Craig Riley, Colleen Giblin, and Betsy Gregory-Hosler According to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota
The Harvard Business Review Sales Management Handbook: How to Lead High . . . Sales leadership essentials for an era of rapidly advancing digital technology Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results But whether you're a sales manager or leading a large sales force, it's increasingly challenging to balance success today with driving the digital sales transformation that will position your team for