1 day ago · Sales and marketing Digital Article Saloni Firasta-Vastani The value you assign sets expectations, shapes behavior, and, once established, is difficult to reverse.

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, …

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 …

Sep 19, 2022 · 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 …

May 5, 2025 · Kiera, a young, enthusiastic sales rep, was recently promoted to manager of a sales team of five. In her first year on the job, she tackled a major revamp... Save; Share; June …

Feb 21, 2025 · In marketing and sales, the buzz around gen AI is particularly strong. According to a recent McKinsey survey of almost 4,000 commercial leaders, one in five sales organizations …

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 …

Mar 31, 2023 · Sales work typically requires administrative work, routine interactions with clients, and management attention to tasks such as forecasting. AI can help do these tasks more …

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 …

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: …