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  1. A Great Sales Pitch Hinges on the Right Story - Harvard …

    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.

  2. Sales and marketing - HBR - Harvard Business Review

    6 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.

  3. 5 Skills Every Salesperson Needs to Succeed - Harvard Business …

    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 …

  4. How Sales Teams Can Use Gen AI to Discover What Clients Need

    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 …

  5. A Better Way to Link Sales and Marketing - Harvard Business …

    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 ...

  6. 4 Steps That Can Optimize Your Sales Process - Harvard …

    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 …

  7. Sales team management - HBR - Harvard Business Review

    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 …

  8. Winning the Right Customers Isn’t Just a Sales Issue

    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. …

  9. The Top 40 Essential Business Books to Read - HBR Store

    This is A.G. Lafley's guidebook. Shouldn't it be yours as well? It outlines the strategic approach Lafley, in close partnership with strategic adviser Roger Martin, used to double P&G's sales, …

  10. Lessons from the Bud Light Boycott, One Year Later

    Mar 20, 2024 · An analysis of sales data confirms that Bud Light suffered a sustained downturn in sales, more pronounced in Republican-leaning counties in the U.S. And it explains several …

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