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 …
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 …
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 …
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 …
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 …
5 Skills Every Salesperson Needs to Succeed - Harvard Business …
Sep 19, 2022 · A study of more than 20,000 job listings for salespeople posted between 2019 and 2022 reveal many of the attributes that have always been crucial for success in this field, such …
Seven Personality Traits of Top Salespeople - Harvard Business …
Jun 27, 2011 · 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: …
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 …
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. …
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: …