3 Strategies to Boost Sales and Marketing Productivity A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses As companies seek to cut costs in an uncertain economy, increasing
How to Really Motivate Salespeople - Harvard Business Review Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments But in the past decade, researchers have been moving out of the lab
3 Ways to Supercharge Your Company’s Sales Organization In uncertain or shifting markets, growth does not come from simply squeezing harder It comes from a concerted effort to build your sales organization muscle, balancing your measures of progress
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 meet someone’s
Making the Consensus Sale - Harvard Business Review Sales reps have long been taught to seek out a senior executive who can single-handedly approve a deal, but unilateral decision makers are now rare Today most purchases are made by groups of
The End of Solution Sales - Harvard Business Review Reprint: R1207C In recent decades sales reps have become adept at discovering customers’ needs and selling them “solutions ” This worked because customers didn’t know how to solve their
Sales Teams, Don’t Undervalue Face Time with Customers Digital and virtual channels make B2B sales more efficient—but they can also make relationships brittle When stakes are high and customer needs are ambiguous, showing up in person creates the