Sales and marketing - HBR
6 days ago · Find new ideas and classic advice for global leaders from the world's best business and management experts.
Companies Are Using AI to Make Faster Decisions in Sales and …
Jun 6, 2025 · In today’s dynamic business environment, decision-making in sales and marketing is shifting from reflective to reflexive, leveraging real-time data and AI to enable immediate, …
5 Gen AI Myths Holding Sales and Marketing Teams Back
Feb 21, 2025 · He teaches sales management and strategy in the MBA and executive education programs, and has worked with organizations worldwide to develop effective sales …
How Your Sales Team Can Catch Up on Digital and AI Tools
Sep 18, 2024 · Organizations worldwide are reaping the rewards of adopting digital technologies and AI in their sales forces. But these gains are far from universal. Many sales leaders are …
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 …
4 Steps That Can Optimize Your Sales Process - Harvard Business …
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 …
How Sales Teams Can Use Gen AI to Discover What Clients Need
Feb 13, 2025 · In the face of decreasing access to buyers, sales organizations often increase the volume of their sales outreach, hoping that more times at bat will result in more hits. While this …
What Salespeople Need from Leaders—at Each Stage of Their …
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 …
Optimize Sales Spending to Drive Revenue Growth in an Uncertain …
Sep 12, 2024 · For most sales organizations, the largest expense is direct sellers. When not effectively deployed, sales teams face missed opportunities, slower sales cycles, and added …
When Sales Incentives Backfire - Harvard Business Review
Mar 18, 2025 · A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system.