Sales and marketing - HBR
Jan 7, 2026 · Find new ideas and classic advice for global leaders from the world's best business and management experts.
5 Gen AI Myths Holding Sales and Marketing Teams Back
Feb 21, 2025 · He teaches sales management and strategy in the MBA and executive education programs, and has worked with organizations worldwide to develop effective sales management …
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 …
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 of …
What Salespeople Need from Leaders—at Each Stage of Their Careers
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 often …
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 can …
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.
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 …
How Your Sales Team Can Catch Up on Digital and AI Tools
Sep 18, 2024 · Organizations worldwide are reaping the rewards of adopting digital technologies and AI in their sales forces. But these gains are far from universal. Many sales leaders are aware that their …
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% …