Harvard Business Review - Ideas and Advice for Leaders
Find new ideas and classic advice on strategy, innovation and leadership, for global leaders from the world's best business and management experts.
A Great Sales Pitch Hinges on the Right Story
May 21, 2024 · When you’re working in sales, you need to master the art of persuasion and that involves being able to tell a compelling story that explains why your product or service will meet someone’s ...
5 Skills Every Salesperson Needs to Succeed
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 ...
How to Really Motivate Salespeople - Harvard Business Review
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab ...
3 Strategies to Boost Sales and Marketing Productivity
Jun 5, 2023 · A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses. As companies seek to cut costs in an uncertain economy, …
3 Ways to Supercharge Your Company’s Sales Organization
Mar 30, 2026 · In uncertain or shifting markets, growth does not come from simply squeezing harder. It comes from a concerted effort to build your sales organization muscle, balancing your measures of …
Sales and marketing - HBR
3 days ago · Find new ideas and classic advice for global leaders from the world's best business and management experts.
The New B2B Sales Imperative - Harvard Business Review
The New Sales Imperative B2B purchasing has become too complicated. You need to make it easy for your customers to buy. by Nick Toman, Brent Adamson and Cristina Gomez
Sales Teams, Don’t Undervalue Face Time with Customers
Oct 22, 2025 · Conventional wisdom in B2B sales says channels should line up with the buying stage. Digital channels (such as websites) build awareness and educate potential customers at scale. …
Making the Consensus Sale - Harvard Business Review
Sales reps have long been taught to seek out a senior executive who can single-handedly approve a deal, but unilateral decision makers are now rare. Today most purchases are made by groups of ...