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.
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 ...
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 ...
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 as communication ...
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: Competitive Insights from ...
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 ...
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. As customers adopt the ...
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 ...