Mar 5, 2025 · A CEO’s involvement in B2B sales deals, while often well-intentioned, can sometimes backfire. INSEAD marketing professor Christoph Senn has spent years studying the role top leaders play in B2B ...

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 as communication ...

May 21, 2024 · The sales team, all wearing company shirts, stopped at a diner for lunch. A waitress noticed the logo and approached their table. “I love your product,” she said.

Feb 13, 2025 · Lisa Earle McLeod is a sales strategist and professional speaker whose clients include Salesforce, Kraft Heinz, and Roche. She is the author of Selling with Noble Purpose and an expert in sales ...

Mar 18, 2025 · Sales commissions act as a crucial lever to increase revenue and customers. But sometimes those incentives bring unintended consequences. New research identifies eight ways that salespeople across ...

Dec 12, 2024 · From the early days of mechanical automatons to more recent conversational bots, scientists and engineers have dreamed of a future where AI systems can work and act intelligently and independently.

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 ...

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 improving ...

5 days ago · Find new ideas and classic advice for global leaders from the world's best business and management experts.

Arun Shastri is a leader of the artificial intelligence practice at ZS, a global professional-services firm, and teaches sales executives at Northwestern’s Kellogg School of Management. He is a ...