Sales and marketing - HBR - Harvard Business Review
5 days ago · Find new ideas and classic advice for global leaders from the world's best business and management experts.
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. …
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 …
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 …
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, …
A New Way to Compensate Sales Teams - Harvard Business Review
Mar 15, 2024 · Managing sales teams has never been easy. It involves dealing with independent personalities, frequent turnover, training challenges, and disappointing pipelines. New layers …
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 …
Sensemaking for Sales - Harvard Business Review
The amount of product and service information available to B2B customers—reports, blogs, display ads, email marketing, and more—has become overwhelming, leading to indecision and …
3 Mistakes to Avoid When Setting Incentives for Sales Teams
Apr 1, 2025 · Here are three common mistakes leaders make when trying to boost the performance of their sales teams along with ideas for how to produce better results.
The New Science of Sales Force Productivity - Harvard Business …
Reprint: R0609H For years, sales managers at many companies have relied on top performers and sheer numbers of sales reps to stay competitive. But while they may have squeaked by on …