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 …
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 …
Research: Products Labeled as Sustainable Sell Better
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 …
Lessons from the Bud Light Boycott, One Year Later
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 …
5 Skills Every Salesperson Needs to Succeed
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 …
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.
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.
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 …