Sales and marketing - HBR
6 days ago · Find new ideas and classic advice for global leaders from the world's best business and management experts.
Companies Are Using AI to Make Faster Decisions in Sales and …
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, …
5 Gen AI Myths Holding Sales and Marketing Teams Back
Feb 21, 2025 · New and disruptive technologies often generate both excitement and anxiety, and generative artificial intelligence (gen AI) is no exception. In marketing and sales, the buzz …
How CEOs Make or Break Sales - Harvard Business Review
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.
How Sales Teams Can Use Gen AI to Discover What Clients Need
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 …
What Salespeople Need from Leaders—at Each Stage of Their …
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 …
When Sales Incentives Backfire - Harvard Business Review
Mar 18, 2025 · A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system.
4 Steps That Can Optimize Your Sales Process - Harvard Business …
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 …
Can AI Assistants Add Value to Your Sales Team?
Sep 3, 2024 · AI assistants are transforming sales by acting as digital coaches, analysts, and advisors to salespeople. They analyze sales pitches and provide personalized feedback, …
The Harvard Business Review Sales Management Handbook: How …
Sales leadership essentials for an era of rapidly advancing digital technology. Managing an effective sales organization is key to revenue generation, customer satisfaction, and business …