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A Great Sales Pitch Hinges on the Right Story - Harvard Business Review
The sales team, all wearing company shirts, stopped at a diner for lunch. A waitress noticed the logo and approached their table. “I love your product,” she said.
Sales and marketing - HBR - Harvard Business Review
Sales and marketing Digital Article David Dubois This research-backed roadmap can help brands proactively unpack, assess, and optimize their content’s potential.
5 Skills Every Salesperson Needs to Succeed - Harvard Business Review
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 ...
Winning the Right Customers Isn’t Just a Sales Issue
If you’re trying to lead growth of any kind, from revenue to margin expansion, it’s critical that your sales organization has a clear understanding of your go-to-market strategy. Here are ...
What Salespeople Need from Leaders—at Each Stage of Their Careers
Leading a high-performing sales team requires a personalized talent management approach. Salespeople’s needs evolve throughout their careers, and while sales managers often focus on competencies ...
How Sales Teams Can Use Gen AI to Discover What Clients Need
Lisa Earle McLeod is a sales strategist and professional speaker whose clients include Salesforce, Kraft Heinz, and Roche. She is the author of Selling with Noble Purpose and an expert in sales ...
4 Steps That Can Optimize Your Sales Process - Harvard Business Review
Sales is an art where outcomes matter, so most advice about performing well in this role focuses on the desired outcome: closing the sale. But a close is the result of actions and choices that ...
A New Way to Compensate Sales Teams - Harvard Business Review
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 ...
How to Improve Your Sales Skills, Even If You’re Not a Salesperson
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 ...
A Checklist to Help You Grow Your Sales Team - Harvard Business Review
Companies with rising sales, or who see the potential for revenue growth, logically seek to increase the size of their sales force. But doing this isn’t as simple as hiring the right talent.
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