How CEOs Make or Break Sales
A conversation with INSEAD professor Christoph Senn on what to do if your CEO is either overly involved—or not involved enough—in deals.
Avoid These 3 Pitfalls When Giving a Sales Presentation
A study examined the habits of almost 5,000 sales professionals whose livelihoods depend on their ability to build and deliver persuasive presentations. The findings revealed 12
A Great Sales Pitch Hinges on the Right Story
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
Sales team management
Sales team management Digital Article Prabhakant Sinha, Arun Shastri, Sally Lorimer, and Namita Powers Your strategic accounts are more than just big sales.
5 Gen AI Myths Holding Sales and Marketing Teams Back
He teaches sales management and strategy in the MBA and executive education programs, and has worked with organizations worldwide to develop effective sales
Companies Are Using AI to Make Faster Decisions in Sales and
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,
Sales and marketing
Find new ideas and classic advice for global leaders from the world''s best business and management experts.
What Salespeople Need from Leaders—at Each Stage of Their
Leading a high-performing sales team requires a personalized talent management approach. Salespeople''s needs evolve throughout their careers, and while sales managers
Can AI Assistants Add Value to Your Sales Team?
AI assistants are transforming sales by acting as digital coaches, analysts, and advisors to salespeople. They analyze sales pitches and provide personalized feedback,
How Sales Teams Can Use Gen AI to Discover What Clients Need
Sales teams face an increasingly challenging landscape. Prospects don''t respond to cold outreach. Even existing customers often aren''t willing to invest their time in deeper