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Sales and marketing - HBR Find new ideas and classic advice for global leaders from the world's best business and management experts
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
The Sales Learning Curve - Harvard Business Review The sales learning curve unfolds similarly through the give-and-take between the company—marketing, sales, product support, and product development—and its customers
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
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
5 Gen AI Myths Holding Sales and Marketing Teams Back He teaches sales management and strategy in the MBA and executive education programs, and has worked with organizations worldwide to develop effective sales management strategies
Why Some Sales Teams Are Actually Growing Alongside AI Despite advances in AI and digital tools human expertise remains crucial for complex and high-stakes purchases, where salespeople help buyers navigate ambiguity and build trust Because companies