Harvard Business

MARCH 15, 2024

Although the business environment is completely different than it was 20 years ago, the way most companies structure sales quotas and compensation has not evolved to keep up. To effectively compensate your sales team, follow these five steps. First, companies should determine their go-to-market maturity and set goals accordingly.

Sales 254

Sales Company Marketing Strategy 254

Consulting Success

MAY 3, 2024

However, creating a trust-based relationship doesn’t necessarily mean having a longer sales cycle. 8 Strategies for Consultants to Build Trust and Deliver Value in 2024 is a post from: Consulting Success I can’t think of a single consulting client I’ve landed without first laying a foundation of trust.

Strategy& 264

Strategy& Strategy Strategy Consulting 264

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 250

Sales Research Retail Study 250

Harvard Business

APRIL 22, 2022

Trying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off.

Sales 172

Sales Strategy Strategy Strategy& 172

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 195

B2B Sales Media Survey 195

Harvard Business

JANUARY 11, 2023

Shifting mindsets create new risks — and new opportunities.

B2B 191

B2B Sales Strategy Strategy 191

Harvard Business

AUGUST 13, 2024

In a new study, researchers examined some of these strategies, including Yelp and Wayfair’s labels which identify minority-owned businesses. 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.

Research 249

Research Sales Groups Study 249

Consulting Success

OCTOBER 21, 2020

Believe it or not, Strategy VS Tactics: Answer These Questions To Grow Your Consulting Business is a post from: Consulting Success. Like everything you’re doing doesn’t really connect — and you aren’t making the progress you want towards your goal?

Strategy 292

Strategy Strategy Strategy& Consulting 292

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. Specifically, both B2C and B2B companies who view branding and advertising as a top two growth strategy are twice as likely to see revenue growth of 5% or more than those that don’t (67% to 33%).

Marketing 254

Marketing B2C Strategy Strategy 254

Harvard Business

JULY 20, 2023

As sales teams are stretched thin and face change initiatives and strategy shifts, using the sprints made popular by agile can help them focus on priorities that will drive results. Over the last two decades, technology developers have utilized the agile methodology to work more effectively.

Sales 172

Sales Agile Methodologies Meeting 172

Harvard Business

MARCH 17, 2017

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

Sales 141

Sales Chemicals Video Consulting 141

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

OCTOBER 20, 2020

Approaches that will give your team an edge.

Sales 161

Sales Strategy Strategy Strategy& 161

Harvard Business

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too.

Sales 141

Sales Guidelines Efficiency Software 141

Harvard Business

JANUARY 3, 2024

In 2022, new EV sales in China grew by 82%, and the country provided 35% of global EV exports. This article outlines three key reasons for the growth of China’s EV sector: experimenting in adjacent industries, encouraging operational solutions, and doubling down on core technology. While the U.S., While the U.S.,

Marketing 254

Marketing Automotive Operations Sales 254

Clarity Consultants

FEBRUARY 9, 2025

This article provides a comprehensive framework for measuring the long-term impact of L&D initiatives and tracking the ROI of learning programs over extended periods, complete with real-world success stories and actionable metrics. Are you aiming to increase sales, improve customer satisfaction, or boost employee retention?

Metrics 147

Metrics ROI Training Training 147

Harvard Business

SEPTEMBER 22, 2023

Eventually, even the best PLG company will need an enterprise sales strategy which takes years to develop. Don’t wait until product-led growth stalls to plan for a multi-pronged sales strategy. The answer isn’t to reject PLG. It’s to embrace it — but to plan ahead.

Productivity 254

Productivity Software Company Enterprise 254

Consulting Matters

JANUARY 7, 2019

This article is designed to give you some immediate traction while still setting you up for long-term success. Exchange Cards and Suggest Next Step (Options: stay connected on LinkedIn, meet formally, send an article, etc.). Go through your network and proactively reach out with a free article or other value.

Consulting 224

Consulting Strategy Strategy Strategy& 224

Harvard Business

MARCH 20, 2018

Not long ago, my company was the king of ineffective sales training. We’d hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts, and learning how to handle objections. As the company grew, however, I found that individual sales approaches were wildly different.

Sales 127

Sales Training Training Study 127

Harvard Business

OCTOBER 1, 2024

They found that only 15% of CEOs and sales teams have a customer-centric strategy. Researchers analyzed data from more than 1,000 customer-centricity transformation projects over the past 25 years.

Company 245

Company Sales Productivity Data 245

Harvard Business

SEPTEMBER 3, 2024

These strategies include setting a timeline for taking over third-party channels, consolidating retail and wholesale leadership roles, moving toward consignment sales, adopting a franchise model, and practicing staff secondment to third-party stores.

Retail 246

Retail Sales Leadership Strategy 246

Consulting Success

SEPTEMBER 13, 2024

Struggling to build your consulting sales funnel and land clients? Many inexperienced consultants are “reactive” with their sales pipeline. Consulting Sales Funnel: 5 Steps To Land Clients is a post from: Consulting Success

Sales 130

Sales Consulting Management Strategy 130

Harvard Business

APRIL 1, 2025

Salespeople with a purpose beyond making money outsell those who are focused exclusively on targets and quotas.

Sales 185

Sales Marketing Strategy Strategy& 185

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. What is more, improved product quality contributes to customer satisfaction, which in turn leads to higher sales and boosts profitability. and implementing advanced software solutions.

Operations 204

Operations Management Efficiency Resources 204

Harvard Business

MARCH 13, 2023

Instead, build an “experience chain” that aligns the customer journey across physical and digital channels.

Sales 227

Sales Advertising Research Marketing 227

Harvard Business

NOVEMBER 8, 2018

At the same time, the software company has wasted time and resources on duplicate, uncoordinated, and ineffective marketing and sales outreach. Companies need an orchestrator to ensure marketing and sales outreach is well-coordinated and aligned with customer buying needs. The buying process is no longer linear or consistent.

Sales 131

Sales Marketing Software Data 131

Consulting Matters

JANUARY 7, 2019

This article is designed to give you some immediate traction while still setting you up for long-term success. Exchange Cards and Suggest Next Step (Options: stay connected on LinkedIn, meet formally, send an article, etc.). Go through your network and proactively reach out with a free article or other value.

Consulting 202

Consulting Strategy Strategy Strategy& 202

Consulting Matters

MARCH 3, 2021

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. Gives women who have broken through the glass ceiling but not the love ceiling pragmatic tools and proven strategies to find satisfaction in romance. Yes, emotions.

How To 401

How To Methodologies Survey Leadership 401

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 131

Sales B2B Tools Software 131

Successful Independent Consulting

FEBRUARY 22, 2017

Their branding helps drive sales by keeping their products or services fresh in the consumer’s mind. I used to be an expert at creating organizational change strategies for major system implementations like Oracle and SAP. Occasionally I read an article about these types of projects, and I want to comment online but stop myself.

Consulting 296

Consulting Advertising Survey Examples 296

Harvard Business

DECEMBER 14, 2018

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. We frequently find that executive teams understand the potential of a reinvented distribution strategy; however, they are unclear on how to proceed. market for personal computers.

Strategy& 130

Strategy& Strategy Strategy Insurance 130

Harvard Business

AUGUST 9, 2018

I call this approach nonprofit judo , a reference to the martial art that emphasizes how an apparently disadvantaged player can succeed through a strategy that turns weaknesses into strengths. Salesforce spends about $4 billion a year, half of its $8 billion budget, on sales and marketing. Marketing: Forge aligned partnerships.

Nonprofit 132

Nonprofit Strategy Strategy Strategy& 132

Harvard Business

MARCH 24, 2025

Three questions to answer.

Marketing 218

Marketing Strategy Strategy Strategy& 218

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 253

Retail Sales Research Marketing 253

Harvard Business

FEBRUARY 22, 2024

These programs not only revitalized brand images and increased public trust, but also significantly boosted sales and customer engagement. Implementing these signature programs requires a committed leadership, a supportive culture, and a passionate team, highlighting an underused strategy for business growth and brand strengthening.

Sales 254

Sales Culture Leadership Strategy 254

Harvard Business

APRIL 12, 2023

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

Sales 208

Sales Marketing Industry Data 208

Harvard Business

SEPTEMBER 25, 2024

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

Fashion 234

Fashion Retail Marketing Sales 234