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-aware ...

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 of technology are ...

Jul 18, 2025 · Find new ideas and classic advice for global leaders from the world's best business and management experts.

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 can produce ...

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 around gen AI is ...

Jun 23, 2025 · A comprehensive analysis of Amazon sales data reveals that sustainability labels like “Climate Pledge Friendly” increase consumer demand by 13–14% for up to eight weeks after adoption. This ...

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.

Sep 19, 2022 · A sales leader at an asset management firm reflected: “Our inside salespeople are doing a better job than our field salespeople. And they make one third as much.” In the pharmaceutical ...

Mar 20, 2024 · Why did the Bud Light boycott affect the beer brand’s sales when many other boycotts have only marginal or short-term impact? An analysis of sales data confirms that Bud Light suffered a ...

Mar 18, 2025 · A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system.