Sales and marketing - HBR
5 days ago · Find new ideas and classic advice for global leaders from the world's best business and management experts.
A Great Sales Pitch Hinges on the Right Story
May 21, 2024 · 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 ...
How Successful Sales Teams Are Embracing Agentic AI
Sep 15, 2025 · Agentic AI is revolutionizing sales by enabling autonomous personal agents to work alongside human sales reps, identifying, nurturing, and closing deals across channels. This …
Companies Are Using AI to Make Faster Decisions in Sales and Marketing
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, context …
Sales team management - HBR
Mar 30, 2026 · Sales team management Digital Article Prabhakant Sinha, Arun Shastri, Sally Lorimer, and Namita Powers Your strategic accounts are more than just big sales.
3 Ways to Supercharge Your Company’s Sales Organization
Mar 30, 2026 · 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 …
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.
Why Some Sales Teams Are Actually Growing Alongside AI
Sep 2, 2025 · Despite advances in AI and digital tools human expertise remains crucial for complex and high-stakes purchases, where salespeople help buyers navigate ambiguity and build trust. Because …
4 Steps That Can Optimize Your Sales Process - Harvard Business Review
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 and choices that ...
Research: Smaller, More Precise Discounts Could Increase Your Sales
Jun 7, 2024 · Retailers might think that bigger discounts attract more customers. But new research suggests that’s not always true. Sometimes, a smaller discount that looks more precise — say 6.8% …