Sales and marketing

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

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

Sales team management

Sales team management Digital Article Prabhakant Sinha, Arun Shastri, Sally Lorimer, and Namita Powers Your strategic accounts are more than just big sales.

How Successful Sales Teams Are Embracing Agentic AI

Agentic AI is revolutionizing sales by enabling autonomous personal agents to work alongside human sales reps, identifying, nurturing, and closing deals across channels. This

Sales Teams, Don''t Undervalue Face Time with Customers

Conventional wisdom in B2B sales says channels should line up with the buying stage. Digital channels (such as websites) build awareness and educate potential customers at scale.

How Sales Teams Can Use Gen AI to Discover What Clients Need

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

Companies Are Using AI to Make Faster Decisions in Sales and

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

Why Some Sales Teams Are Actually Growing Alongside AI

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

5 Gen AI Myths Holding Sales and Marketing Teams Back

He teaches sales management and strategy in the MBA and executive education programs, and has worked with organizations worldwide to develop effective sales management

When Sales Incentives Backfire

A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system.