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 252

Sales Research Data 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 254

Cash Flow Marketing Company Finance 254

Harvard Business

JUNE 28, 2024

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

Marketing 254

Marketing Tools Strategy Strategy 254

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

OCTOBER 2, 2024

If you’re a founder — or aspire to be one — this episode is for you.

Sales 207

Sales Marketing Talent Strategy 207

Epicflow

NOVEMBER 8, 2024

The State of Project Management 2018 survey by Wellingtone reveals a harsh truth — dissatisfaction with the current level of project management maturity in organizations all over the world is higher than a year ago. To improve their project management practices, C-levels at HHI developed a sustainable management policy.

Management 242

Management Cash Flow Industry Real Estate 242

Harvard Business

FEBRUARY 1, 2022

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

B2B 200

B2B Sales Marketing Engineering 200

Harvard Business

DECEMBER 9, 2021

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

Sales 209

Sales Marketing Management 209

LSA Global

APRIL 21, 2025

Foundational Skills for New Sales Hires: Setting the Stage for Long-Term Success We know from sales leadership simulation assessment data that the pressure on new sales hires to ramp quickly and deliver measurable impact is higher than ever. Do you have a proven plan to help overcome sales call reluctance?

Sales 62

Sales Balance Sheet B2B Training 62

Harvard Business

JUNE 24, 2022

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

Sales 194

Sales Marketing Management 194

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

Clarity Consultants

MAY 26, 2023

The B2B sales world has completely changed over the last few years, and businesses all over the world are struggling to keep up. This makes a sales enablement program a vital tool when running a business. What is the Purpose and Goal of a Sales Enablement Program? That’s why a sales enablement program is essential.

Sales 162

Sales B2B Training Training 162

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.

Marketing 202

Marketing Consulting How To Culture 202

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 254

Marketing Research Sales Management 254

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 137

Sales Finance Marketing Productivity 137

Effective Managers

JUNE 24, 2024

In supply chain management, AI can predict inventory needs, manage logistics, and optimize routes in real-time. Predictive analytics, a field within AI, can forecast market trends, consumer behavior, and potential risks, providing businesses with a proactive approach to decision-making.

Ethics 246

Ethics Efficiency Operations ROI 246

Harvard Business

JUNE 14, 2024

Delayed and ineffective commercial integration can turn a good deal into a loser, because sales growth ultimately determines whether a merger achieves its value-creation goals. But compared to other areas of post-merger activity, the commercial engine starts late, operates uncertainly, and often runs out of gas before reaching its goals.

How To 251

How To Engineering Sales Operations 251

Harvard Business

MAY 3, 2023

Getting your sales team on board with your strategy shouldn’t be an afterthought.

Sales 142

Sales Strategy Strategy Strategy& 142

Harvard Business

SEPTEMBER 3, 2024

Achieving true omnichannel excellence in luxury retail is a formidable challenge due to the inherent need for high-touch customer experiences and the complexity of managing multiple distribution channels, including e-commerce and third-party resellers.

Retail 242

Retail Sales Leadership Strategy 242

Harvard Business

OCTOBER 1, 2024

They found that only 15% of CEOs and sales teams have a customer-centric strategy. Most run their company or customer relationships based on a product-focused mindset, which puts the onus on finding a market to sell one’s products to, rather than orchestrating growth together with customers.

Company 241

Company Sales Productivity Data 241

Harvard Business

FEBRUARY 23, 2022

Marketers must claim the broader growth agenda, connecting the dots across data, digital, and the full customer journey.

Marketing 194

Marketing Data Sales Management 194

Harvard Business

JANUARY 4, 2022

Your leadership team might be at the root of the problem.

Sales 209

Sales Leadership Marketing Management 209

Harvard Business

MARCH 13, 2023

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

Sales 221

Sales Advertising Research Marketing 221

Harvard Business

SEPTEMBER 20, 2023

Managing the platform to generate sales, therefore, is about enabling the right content to reach the right viewers. In China, content-based platforms are generating a growing proportion of e-commerce, presenting a growing threat to established platforms like Alibaba and JD.com.

Retail 252

Retail Trends Sales Productivity 252

Harvard Business

APRIL 1, 2025

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

Sales 175

Sales Marketing Strategy Strategy& 175

Consulting Matters

OCTOBER 10, 2024

You might be wondering, “ Can I really start a consulting business or coaching practice while managing the chaos of raising young children?” Set Up Marketing, Sales, and Client Delivery for Efficiency Time is your most valuable asset, especially when you’re a parent. ” The answer is yes.

Consulting 156

Consulting How To System Efficiency 156

Harvard Business

OCTOBER 31, 2022

The right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times.

Sales 188

Sales Productivity Financial Marketing 188

Clarity Consultants

FEBRUARY 9, 2025

By investing in L&D, organizations can close skills gaps, improve employee engagement, and enhance their overall competitiveness in the market. L&D programs help organizations keep up with industry trends, adopt new technologies, and respond to changing market demands. Start by clearly defining your business goals.

Metrics 147

Metrics ROI Training Training 147

Harvard Business

OCTOBER 10, 2022

Three strategies to help you personalize your messaging, evoke genuine compassion, and forge powerful customer connections.

Marketing 203

Marketing How To Strategy Strategy 203

Successful Independent Consulting

FEBRUARY 12, 2021

Money management · Cash flow – This is probably the hardest part about being self-employed, especially if you are going to work with large companies. A lot of consulting boils down to contracting effectively (clarifying scope and estimated effort), managing expectations, and being an exceptional listener. Be honest with yourself.

Cash Flow 370

Cash Flow Consulting Insurance Insurance 370

Markovitz Consulting

DECEMBER 1, 2020

Peter Drucker once quipped that, “Much of what we call management consists of making it difficult for people to work.” Recent research from the Boston Consulting Group confirms that employees can do better work when they’re liberated from much of the bureaucratic cruft that passes for daily management. Four-hour meetings?

Boston Consulting Group 259

Boston Consulting Group Meeting Travel Productivity 259

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

Steve Shu Consulting

MAY 20, 2018

One of the best ways to market yourself as a consultant is by having someone refer you to a client prospect. This type of marketing can be viewed through the lens of “networking by helping someone” (in contrast to networking and just meeting lots of people). gave them some management one-pagers I wrote on their topic).

Marketing 150

Marketing Case Study Case Studies Consulting 150

Tom Spencer

OCTOBER 25, 2024

For instance, AI-driven customer relationship management tools can automate data entry, lead scoring , content marketing, follow-up emails, and generating reports, freeing up employees to focus on more strategic activities like developing growth strategies, enhancing customer relationships, and driving innovation.

Small Business 78

Small Business Data Efficiency Tools 78