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 ...
Sales and marketing - HBR - Harvard Business Review
Aug 21, 2023 · Find new ideas and classic advice for global leaders from the world's best business and management experts.
A Better Way to Link Sales and Marketing - Harvard Business Review
Authors Prabhakant Sinha, Arun Shastri, and Sally Lorimer—principals at the global professional-services firm ZS and coauthors of The Harvard Business Review Sales Management Handbook: How 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 improving ...
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 ...
Teaching Sales - Harvard Business Review
Reprint: R1207H A well-staffed sales function is vital to business success, but most MBA programs fail to offer any sales-related courses at all. As selling becomes more sophisticated and ...
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 ...
Put Marketing at the Core of Your Growth Strategy
Mar 6, 2024 · Companies that make the decision to put marketing at the core of their growth strategy outperform the competition, according to McKinsey research. Specifically, both B2C and B2B companies who view ...
Lessons from the Bud Light Boycott, One Year Later
Mar 20, 2024 · An analysis of sales data confirms that Bud Light suffered a sustained downturn in sales, more pronounced in Republican-leaning counties in the U.S. And it explains several factors that determine ...