A Great Sales Pitch Hinges on the Right Story - Harvard Business …
May 21, 2024 · In sales, the key to persuasive storytelling is to suspend your own judgments about why other people should buy, sell, or highlight your product or service. This is not to say that your knowledge ...
A New Way to Compensate Sales Teams - Harvard Business Review
Mar 15, 2024 · 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 ...
Sales and marketing - HBR - Harvard Business Review
Aug 21, 2023 · Sales & Marketing Digital Article Clif Reichard Your best salespeople possess vast knowledge about how to connect with and motivate people - and perhaps take the company to the next level.
5 Skills Every Salesperson Needs to Succeed - Harvard Business …
Sep 19, 2022 · 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 ...
The 7 Attributes of the Most Effective Sales Leaders
Sep 11, 2015 · Steve W. Martin teaches sales strategy at the University of Southern California Marshall School of Business. His new book is titled Heavy Hitter I.T. Sales Strategy: Competitive Insights from ...
The 5 Things All Great Salespeople Do - Harvard Business Review
Dec 18, 2018 · The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance.
Fostering an Ethical Culture on Your Sales Team - Harvard …
Jun 20, 2019 · Sales scandals can take a large toll. Companies must take steps to protect themselves from the risk of sales fraud: and our research with over 1,000 sales professionals in 50 companies has ...
How to Improve Your Sales Skills, Even If You’re Not a Salesperson
May 22, 2017 · At some point in your career, even if you’re not in sales, you’re going to have to sell something — whether it’s your idea, your team, or yourself. Here are some strategies for improving ...
Sensemaking for Sales - Harvard Business Review
The amount of product and service information available to B2B customers—reports, blogs, display ads, email marketing, and more—has become overwhelming, leading to indecision and a sharply ...
Where Do Salespeople Fit in the Digital World? - Harvard Business …
Jan 20, 2022 · Andris A. Zoltners is a professor emeritus at Northwestern University’s Kellogg School of Management. He is a cofounder of the global business consulting firm ZS Associates and a coauthor of a ...