Sales and marketing - HBR
5 days ago · Find new ideas and classic advice 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 ...
Ending the War Between Sales and Marketing - Harvard Business Review
Reprint: R0607E Sales departments tend to believe that marketers are out of touch with what’s really going on in the marketplace. Marketing people, in turn, believe the sales force is myopic ...
HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners)
Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles.
What Salespeople Need from Leaders—at Each Stage of Their Careers
Apr 24, 2025 · Leading a high-performing sales team requires a personalized talent management approach. Salespeople’s needs evolve throughout their careers, and while sales managers often …
Why Some Sales Teams Are Actually Growing Alongside AI
Sep 2, 2025 · Despite advances in AI and digital tools human expertise remains crucial for complex and high-stakes purchases, where salespeople help buyers navigate ambiguity and build trust. Because …
The Harvard Business Review Sales Management Handbook: How to …
Sales leadership essentials for an era of rapidly advancing digital technology. Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But …
4 Steps That Can Optimize Your Sales Process - Harvard Business Review
Sep 24, 2024 · 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
Mar 15, 2024 · Managing sales teams has never been easy. It involves dealing with independent personalities, frequent turnover, training challenges, and disappointing pipelines. New layers of …
The End of Solution Sales - Harvard Business Review
In recent decades sales reps have become adept at discovering customers’ needs and selling them “solutions”—generally, complex combinations of products and services.