Sales and marketing - HBR - Harvard Business Review
Sep 10, 2024 · Find new ideas and classic advice for global leaders from the world's best business and management experts.
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 ...
How to Really Motivate Salespeople - Harvard Business Review
Because sales compensation is a large expense and sales force effectiveness is a primary revenue driver, companies should apply analytics and experimentation to find better ways to pay and ...
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 ...
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 ...
Seven Personality Traits of Top Salespeople - Harvard Business …
Jun 27, 2011 · Read more on Sales and marketing or related topic Managing yourself SM Steve W. Martin teaches sales strategy at the University of Southern California Marshall School of Business.
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.
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 ...
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 ...
7 Reasons Salespeople Don’t Close the Deal - Harvard Business …
Aug 2, 2017 · When you ask B2B buyers about the skills of the salespeople who call on them, they rate two-thirds of reps as either average or poor performers. New research highlights seven reasons these ...