Making the Consensus Sale
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
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A Great Sales Pitch Hinges on the Right Story
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
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How to Really Motivate Salespeople
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
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3 Ways to Supercharge Your Company''s Sales Organization
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
Find new ideas and classic advice for global leaders from the world''s best business and management experts.
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Ending the War Between Sales and Marketing
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
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How Generative AI Will Change Sales
Sales teams have typically not been early adopters of technology, but generative AI may be an exception to that. Sales work typically requires administrative work, routine interactions with
5 Skills Every Salesperson Needs to Succeed
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
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3 Strategies to Boost Sales and Marketing Productivity
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,