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 …
Sales and marketing - HBR - Harvard Business Review
Jan 26, 2010 · Laurel Touby sold Mediabistro, the company she founded, for $23 million in 2007. It was the conclusion of a long story that began in 1994 with cocktail...
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 …
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 …
5 Skills Every Salesperson Needs to Succeed - Harvard Business …
Sep 19, 2022 · A study of more than 20,000 job listings for salespeople posted between 2019 and 2022 reveal many of the attributes that have always been crucial for success in this field, such …
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: …
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 …
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.
The Sales Learning Curve - Harvard Business Review
The sales learning curve unfolds similarly through the give-and-take between the company—marketing, sales, product support, and product development—and its customers. …
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 …