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 …

Mar 5, 2025 · A conversation with INSEAD professor Christoph Senn on what to do if your CEO is either overly involved—or not involved enough—in deals.

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, …

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 …

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

Feb 21, 2025 · Gen AI is a new and fast-moving technology. That leads to persistent misconceptions about what it can do—and what it needs to work successfully. Managers who …

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 …

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 …

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 …

Many companies have siloed customer data and an incomplete suite of capabilities, making it impossible for their customer-facing teams to access real-time, synchronized data—and to …