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The Sales Playbook of Successful B2B Teams
Sales & Marketing Digital ArticleAlways be data-driven. -
Setting Your B2B Sales Strategy in a Downturn
Sales & Marketing Digital ArticleShifting mindsets create new risks - and new opportunities. -
Major Sales: Who Really Does the Buying? (HBR Classic)
Sales & Marketing Magazine ArticleWhen is a buyer not really a buyer? How can the best product at the lowest price turn off buyers? Are there anonymous leaders who make the actual buying... -
Adapting Your Sales Approach in a Downturn
Sales & Marketing Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products - even in challenging economic times. -
7 Ways Sales Teams Can Set Better Goals
Leadership & Managing People Digital ArticleFrom pay incentives to performance targets. -
Sales Teams Need More (and Better) Coaching
Career coaching Digital ArticleHere’s how to get started. -
Sales Reps' Biggest Mistakes
Sales & Marketing Magazine ArticleFrom poor listening skills to the failure to follow up, salespeople offend potential customers in a variety of ways. Here's a chance for reps to take... -
How We Made Our Sales Training More Effective by Making It Harder
Sales & Marketing Digital ArticleFour new training methods helped increase sales by 70%. -
Why Sales Teams Should Reexamine Territory Design
Sales and marketing Digital ArticleIt’s often the underlying cause of underperformance. -
Why Women Are the Future of B2B Sales
Sales & Marketing Digital ArticleThe selling environment is shifting toward their strengths. -
Lead Your Sales Team Through Uncertain Times
Leadership & Managing People Digital ArticleDon't let fear lead to bad decisions. -
Find the Right Metrics for Your Sales Team
Sales & Marketing Digital ArticleAllow reps to adjust their behavior on the fly. -
Understanding What Your Sales Manager Is Up Against
Sales & Marketing Magazine ArticleEvery year, the research firm CSO Insights publishes the results of its Sales Performance Optimization survey, an online questionnaire given to more than... -
My Competitiveness Was Hurting My Sales Team. Here’s How I Realized It
Business communication Digital ArticleA common problem within sales. -
What Is a Customer Success Manager?
Sales and marketing Digital ArticleIt’s the second-most promising sales job for 2019, according to a LinkedIn survey. -
Leveraging the Psychology of the Salesperson: A Conversation with Psychologist and Anthropologist G. Clotaire Rapaille
Sales & Marketing Magazine ArticleWe have to admire salespeople's resilience in the face of endless rejection, their certainty that things will work out in the end. At the same time, we're... -
How to Predict Turnover on Your Sales Team
Sales & Marketing Magazine ArticleCompanies worry about employee attrition, but it's especially costly in one function: sales. Estimates of annual turnover among U.S. salespeople run as... -
Building a More Adaptable Sales Force
Sales Digital ArticleFour practices to help organizations evolve. -
The Technology Trends That Matter to Sales Teams
Sales and marketing Digital ArticleSalespeople have always been early adopters. -
B2B Sales Teams Can't Afford to Ignore Midsize Customers
Sales & Marketing Digital ArticleIn the U.S., it's a $6 trillion opportunity that most large multinational companies fail to capture.
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A New Way to Compensate Sales Teams
Compensation and benefits Digital ArticleToo many companies still assign quotas and commissions, which results in overpaying some reps and underpaying others. -
Integrating Digital Tools into Every Stage of Your Sales Strategy
Sales Digital ArticleHow to navigate the three phases of identifying and onboarding the tools your team really needs. -
How AI Can Help Sales Teams Craft More Personalized Pitches
AI and machine learning Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
How Middle Market Companies Can Avoid a Liquidity Crisis
Operations strategy Digital ArticleBy closing the loop between sales and operations, they can generate more cash and profits. -
Sellers Are Overwhelmed by New Technology
Sales Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales and marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
Using Sprints to Boost Your Sales Team’s Performance
Sales Digital ArticleThis technique, adopted from agile, can help sales teams achieve long-term strategy shifts, while still driving results. -
How to Boost Your Sales Reps’ Performance
Sales Magazine ArticleThere’s a delicate balance between finding potential customers and signing them up. -
B2B Sales Teams Can’t Afford to Ignore Midsize Customers
Sales Digital ArticleIn the U.S., it’s a $6 trillion opportunity that most large multinational companies fail to capture. -
A Digital Talent Hub Can Make Your Sales Team More Agile
Human resource management Digital ArticleConnecting existing systems that track applicants, onboard employees, and monitor performance can help improve your team’s productivity and performance. -
Setting Your B2B Sales Strategy in a Downturn
Sales Digital ArticleShifting mindsets create new risks — and new opportunities. -
Why Some of Your Salespeople Are Dragging — and How to Fix It
Sales and marketing Digital ArticleProactively addressing burnout will boost retention and performance. -
Adapting Your Sales Approach in a Downturn
Sales Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times. -
How to Digitalize Your Sales Organization
Sales Magazine ArticleUse technology, data, and analytics to do it right. -
Stop Losing Sales to Customer Indecision
Behavioral science Digital ArticleA playbook to help sales reps nudge customers off the fence. -
Building a More Adaptable Sales Force
Sales Digital ArticleFour practices to help organizations evolve. -
Are Lonely Salespeople Costing You Customers?
Sales Digital ArticleIt’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance. -
Is Your Sales Strategy Worth Scaling?
Sales team management Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off. -
How B2B Businesses Can Get Omnichannel Sales Right
Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
Where Do Salespeople Fit in the Digital World?
Sales Digital ArticleWhen you need a human to close the deal — and when you don’t.
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Cabot Pharmaceuticals, Inc.
Sales & Marketing Case Study11.95View Details Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals... -
Profiling at National Mutual (C)
Technology & Operations Case Study5.00View Details Implementation is about to move into the limited deployment phase. -
Purity Steel Corporation, 2012
Finance & Accounting Case Study11.95View Details Managers introduce a new performance evaluation system based on sales growth and return-on-investment (ROI). A branch manager wonders whether his new... -
Amagansett Funds (B)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
Olympia Machine Company, Inc
Sales & Marketing Case Study11.95View Details The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered... -
Jamestown Co.
Sales & Marketing Case Study11.95View Details In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives... -
Baria Planning Solutions, Inc.: Fixing the Sales Process
Technology & Operations Case Study8.95View Details Baria Planning Solutions (BPS) is a consulting firm that specializes in using spend analysis to help companies identify savings through reduced procurement... -
Nutricia Middle East: Measuring Sales Force Effectiveness
Sales & Marketing Case Study11.95View Details Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant... -
The Popcorn Predicament: Competition, Conflict and Buying Behaviour
Innovation & Entrepreneurship Case Study11.95View Details This B2B role play case and the six role play supplements describe an account manager's seven month sales process and the customer's buying process that... -
Are We Sacrificing by Sacrificing?
Organizational Development Case Study11.95View Details The game of baseball offers a team's manager relatively few tactical decisions to affect their team's chances of winning on any given day. The manager... -
Ledals Redistributor: Enacting Policies that Frustrate Salespeople and Customers
Sales & Marketing Case Study11.95View Details Ledals, one of the premier redistribution firms in the United States, had determined that whenever backorders occurred, the additional trips being made... -
HubSpot and Motion AI: Chatbot-Enabled CRM
Sales & Marketing Case Study11.95View Details HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software... -
Sales Misconduct at Wells Fargo Community Bank
Leadership & Managing People Case Study11.95View Details Set in early-2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in... -
Insulation Coating for Oil/Chemical Storage Tanks (A)
Sales & Marketing Case Study11.95View Details VaporLock was a proprietary coating sold by Heinrich Chemical as a vapor barrier over polyurethane insulation on oil/chemical storage tanks. A company... -
Hausser Food Products Company
Leadership & Managing People Case Study11.95View Details Brenda Cooper, a new regional sales manager for Hausser Food Products, is stumped after a year on the job. In charge of selling infant foods to customers... -
Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)
Sales & Marketing Case Study11.95View Details The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps... -
I.M.A.G.E. International
Sales & Marketing Case Study11.95View Details Furthers understanding of, and familiarity with, nonfinancial incentives. Describes major elements that go into making a high-performance sales force;... -
Miles Everson at PricewaterhouseCoopers
Organizational Development Case Study11.95View Details Miles Everson, a partner at PricewaterhouseCoopers (PwC), is the Global Engagement Partner (GEP) for a large U.S. financial institution and about to take... -
Amagansett Funds (C)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
Designs by Kate: The Power of Direct Sales
Sales & Marketing Case Study8.95View Details The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also...
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The Sales Playbook of Successful B2B Teams
Sales & Marketing Digital ArticleAlways be data-driven. -
Setting Your B2B Sales Strategy in a Downturn
Sales & Marketing Digital ArticleShifting mindsets create new risks - and new opportunities. -
Cabot Pharmaceuticals, Inc.
Sales & Marketing Case Study11.95View Details Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals... -
Major Sales: Who Really Does the Buying? (HBR Classic)
Sales & Marketing Magazine ArticleWhen is a buyer not really a buyer? How can the best product at the lowest price turn off buyers? Are there anonymous leaders who make the actual buying... -
Adapting Your Sales Approach in a Downturn
Sales & Marketing Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products - even in challenging economic times. -
Profiling at National Mutual (C)
Technology & Operations Case Study5.00View Details Implementation is about to move into the limited deployment phase. -
7 Ways Sales Teams Can Set Better Goals
Leadership & Managing People Digital ArticleFrom pay incentives to performance targets. -
Sales Teams Need More (and Better) Coaching
Career coaching Digital ArticleHere’s how to get started. -
Purity Steel Corporation, 2012
Finance & Accounting Case Study11.95View Details Managers introduce a new performance evaluation system based on sales growth and return-on-investment (ROI). A branch manager wonders whether his new... -
Sales Reps' Biggest Mistakes
Sales & Marketing Magazine ArticleFrom poor listening skills to the failure to follow up, salespeople offend potential customers in a variety of ways. Here's a chance for reps to take...