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.

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

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 …

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 …

May 5, 2025 · If you’re trying to lead growth of any kind, from revenue to margin expansion, it’s critical that your sales organization has a clear understanding of your go-to-market strategy. …

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 …

Mar 31, 2023 · 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 …

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 …

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 …