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. A CEO’s involvement in B2B sales …

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

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 …

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, …

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 …

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. …

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 …

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 · 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 …

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 …