Harvard Business

MAY 17, 2024

It used to be thought that globalization would flatten out cultural differences among countries and regions of the world, making it easier than ever for companies to move into foreign markets.

Marketing 238

Marketing Culture Study Leadership 238

Harvard Business

JULY 23, 2024

A study examined the habits of almost 5,000 sales professionals whose livelihoods depend on their ability to build and deliver persuasive presentations. Here are the top three to avoid when giving a sales presentation: being overly informative vs. persuasive, failing to close, and “winging it.”

Sales 239

Sales Study Report Marketing 239

Harvard Business

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 meet someone’s needs. It involves listening, making an emotional connection, and thinking from the customer’s point of view.

Sales 251

Sales Productivity Meeting How To 251

Harvard Business

MARCH 7, 2024

Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve brand value. But, like any tool, digital systems are only as good as their users.

Tools 253

Tools Sales Strategy Strategy& 253

Harvard Business

JUNE 7, 2024

In a series of nine experimental studies involving around 2,000 individuals considering online or retail purchases of a variety of products, the authors found precise discount depths — the difference between the original and sale price — can increase purchase intentions by up to 21%.

Sales 240

Sales Research Retail Study 240

Harvard Business

NOVEMBER 28, 2023

In the past, hours of leg work and research were required to create relevant and resonant sales interactions. Modern sales platforms have the potential to help the average seller get to expert-level preparedness, in a fraction of the time, increasing their relevance and credibility with buyers.

Sales 248

Sales Research Data Marketing 248

Harvard Business

JUNE 28, 2024

The Internet and AI tools are transforming marketing communications within a complex, interactive landscape called the echoverse.

Marketing 252

Marketing Tools Strategy Strategy& 252

Harvard Business

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Why are more and more buyers avoiding salespeople during the buying process?

B2B 192

B2B Sales Media Survey 192

Harvard Business

JULY 6, 2023

This article provides a process for segmenting prospective customers in this fashion and creating a sales strategy. When companies are creating profiles of possible target customers, there is a dimension they often overlook: the urgency of the need for the offering.

Sales 181

Sales Fashion Strategy Strategy 181

Harvard Business

FEBRUARY 1, 2022

How one company created a “universal commercial engine” to replace both divisions.

B2B 193

B2B Sales Marketing Engineering 193

Harvard Business

FEBRUARY 21, 2025

Myth 1: The technology is only useful at the initial stages of identifying customers.

Sales 191

Sales Marketing 191

Harvard Business

SEPTEMBER 25, 2024

Retailers can use discounting to generate sales without damaging a brand’s reputation.

Fashion 218

Fashion Retail Marketing Sales 218

Harvard Business

DECEMBER 9, 2021

Misalignment is more common — and costly — than you might think.

Sales 200

Sales Marketing Management 200

Harvard Business

SEPTEMBER 21, 2023

As a result, they may have a worse time, which can lead to unsatisfied consumers, lower sales, and neglected business opportunities.

Research 252

Research Sales Marketing 252

Harvard Business

OCTOBER 6, 2023

Managers tend to think about liquidity as a finance issue, but in face the behaviors of the sales and operations team — and how they communicate and work together — can have a direct affect on a company’s cash position.

Cash Flow 252

Cash Flow Marketing Company Finance 252

Harvard Business

JUNE 24, 2022

A playbook to help sales reps nudge customers off the fence.

Sales 188

Sales Marketing Management 188

Harvard Business

MARCH 6, 2024

Companies that make the decision to put marketing at the core of their growth strategy outperform the competition, according to McKinsey research. Yet their research also showed that few CEOs recognize the potential for marketing as a growth accelerator. The first is to define what you need from marketing.

Marketing 254

Marketing B2C Strategy& Strategy 254

Harvard Business

NOVEMBER 20, 2024

Organizations are still learning how to think about games as media for marketing. Games aren’t typically covered in marketing classes in business schools, and they are often still seen as fundamentally different from other media.

How To 216

How To Media Marketing Company 216

Consulting Success

SEPTEMBER 28, 2020

Are you worried that your sales follow up email comes across as way too pushy? Use This Sales Follow-Up Email To Get More Clients is a post from: Consulting Success. Do you want to follow-up in a way that’s more natural, doesn’t feel “salesy”, and leads to impressive results?

Sales 207

Sales Consulting Marketing Strategy 207

Harvard Business

APRIL 12, 2023

Fast-acting firms are deploying the technology to predict outcomes at various stages of the customer journey.

Sales 195

Sales Marketing Industry Data 195

Harvard Business

JUNE 2, 2021

More than 30% of sales activities can benefit from automation — if implemented effectively.

Sales 170

Sales Strategy Strategy Strategy& 170

Harvard Business

MAY 22, 2017

So how can you improve your sales skills, especially if you don’t pitch people often? And what should you do if you lose a sale? “Many of them tell me that sales is something they never want to do in their careers.” ” And yet, he says, “Sales is the most fundamental skill.”

Sales 195

Sales How To Case Study Case Studies 195

Harvard Business

JULY 14, 2023

Pentagon procurement procedures have long complicated commercial software companies’ entrance into the defense market difficult, but the authors’ experience working with both tech startups and the defense industry leads them to believe that now is a good time for companies to enter the market.

Software 172

Software Marketing Company Sales 172

Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. For one thing, in an era when trust in traditional sources has eroded — in government, media, and in companies and the marketing they employ — word-of-mouth from trusted peers wields greater clout than ever. .” It was the right thing to do.

Sales 132

Sales B2C Energy Efficiency 132

Epicflow

AUGUST 30, 2024

Read the article to learn more about this practice and its role in manufacturing, and explore recommendations that will drive MOM’s efficiency. This practice increases supply chain efficiency, makes it cost-effective and responsive to market changes. To achieve these goals, they are adopting the latest technologies (Industry 4.0)

Operations 204

Operations Management Efficiency Resources 204

Harvard Business

MAY 31, 2024

New research suggests that encouraging in-store pickup over home delivery could lead to more profitable sales, higher market shares, and sustainability-performance gains.

Retail 247

Retail Sales Research Marketing 247

Harvard Business

JUNE 27, 2023

The general rule of enterprise finance is that marketing budgets drop like a stone at the first sign of trouble and rise like a feather once the environment is more settled. It’s tough to see a significant increase in marketing budgets in the near term.

Marketing 191

Marketing Enterprise Finance Survey 191

Harvard Business

JULY 29, 2022

How marketers can maximize returns.

Marketing 215

Marketing Industry Sales 215

Harvard Business

FEBRUARY 16, 2024

Older consumers can’t just be an afterthought for brands — but that doesn’t mean just shifting the focus from one generation to another.

Marketing 252

Marketing Research Sales Management 252

Harvard Business

AUGUST 28, 2019

Make sure marketing and sales agree on what counts as a lead.

Sales 132

Sales How To Marketing 132

Harvard Business

AUGUST 13, 2024

In the last few years, large companies like Wayfair, Amazon, Yelp, DoorDash, and Instacart have launched initiatives to try to address racial inequality in their business models. In a new study, researchers examined some of these strategies, including Yelp and Wayfair’s labels which identify minority-owned businesses.

Research 238

Research Sales Groups Study 238

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 130

Sales B2B Tools Software 130

Consulting Success

JANUARY 15, 2018

The greatest marketing tool you have is your network — here’s how to make it work for you. This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager. Never neglect your network!

Marketing 202

Marketing Consulting How To Culture 202

Harvard Business

JANUARY 3, 2023

Try these three actions to improve sales and margins. You can’t just cut your way to prosperity.

Marketing 176

Marketing How To Sales Strategy 176

Harvard Business

DECEMBER 21, 2023

As AI proliferates, companies are using it to offer data-driven recommendations on a wide range of activities, from whom to hire to what product a salesperson should recommend to customers. How much to rely on these data-driven recommendations should hinge on two questions: How high are the decision stakes?

Sales 253

Sales Data Productivity Company 253

Harvard Business

JULY 24, 2023

In the authors’ experience leading and coaching sales teams, they see evidence that a brief, well-pointed sales retrospective, where you unpack the reasons behind a win or a loss, can significantly improve a team’s future win rate. But very few take the time to assess why they won the business.

Sales 136

Sales Finance Marketing Productivity 136

Consulting Matters

MARCH 3, 2021

It's the lack of words that keeps websites from getting launched and marketing tactics from getting implemented. Related Article: "7 Reasons Why Your Client Aren't Getting it When you Write and Talk About What You Do". This article is for you. Which is a sales killer. And they don't have the same vocabulary as you do.

How To 401

How To Methodologies Survey Leadership 401