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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. -
Is Your Sales Team Struggling to Sell Solutions?
Sales and marketing Digital ArticleYour leadership team might be at the root of the problem. -
Avoid a One-Size-Fits-All Approach to Sales Coaching
Sales team management Digital ArticleHow to tailor your advice to your reps’ needs — and build a culture where they help each other. -
Are Your Marketing and Sales Teams on the Same Page?
Sales and marketing Digital ArticleMisalignment is more common — and costly — than you might think. -
How Nimble Is Your Sales Planning?
Sales Digital ArticleRigid plans just won’t work anymore. -
The Sales Playbook of Successful B2B Teams
Sales Digital ArticleAlways be data-driven. -
When Someone on Your Team Has Chronic Pain
Disabilities Digital ArticleUp to 40% of Americans experience chronic pain — and that number will continue to increase. -
How to Scale Your Sales Team Quickly
Sales Digital ArticleWithout losing your secret sauce. -
How Midsize B2B Sales Teams Can Punch Above Their Weight
Sales Digital ArticleWhat they lack in scale they can make up for in flexibility.
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What Makes a Good Salesman
Sales team management Magazine ArticleBefore they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy. -
How to Sell New Products
Sales & Marketing Magazine ArticleSenior leaders have great confidence in their ability to develop innovations, say the authors, but not in their ability to commercialize them. This may... -
How B2B Businesses Can Get Omnichannel Sales Right
Strategy & Execution Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
What B2B Customers Really Expect
Sales & Marketing Magazine ArticleCompanies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople. -
The Technology Trends That Matter to Sales Teams
Sales and marketing Digital ArticleSalespeople have always been early adopters. -
7 Reasons Salespeople Don't Close the Deal
Sales & Marketing Digital ArticleBased on a new study of B2B buyers. -
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. -
4 Ways Sales Teams Could Get More Value Out of AI
Sales and marketing Digital ArticleDespite the hype, very few organizations are using it well. -
Why Every Sales and Marketing Team Needs a "Boundary Spanner"
Sales & Marketing Digital ArticleThey understand both the commercial imperatives and the IT mindset. -
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. -
Change the Way You Pay Your Sales Force
Sales & Marketing VideoMark Roberge, Chief Revenue Officer of the HubSpot Sales Division, describes how the company tailored its incentive system to each of its three growth... -
How Midsize B2B Sales Teams Can Punch Above Their Weight
Sales & Marketing Digital ArticleWhat they lack in scale they can make up for in flexibility. -
How to Reduce the Costs of Salesperson Turnover
Sales & Marketing Digital ArticleWhat to do if you lose one of your best reps. -
Salespeople, Stop Worrying About Being Liked
Sales & Marketing Digital ArticleBe an expert, not a friend. -
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... -
Leading Change from the Top Line: The HBR Interview
Organizational Development Magazine ArticleMost CEOs who specialize in turning around struggling companies focus on costs. But for Fred Hassan, chairman and CEO of Schering-Plough, the primary... -
Why Some of Your Salespeople Are Dragging — and How to Fix It
Sales and marketing Digital ArticleProactively addressing burnout will boost retention and performance. -
A Portrait of the Overperforming Salesperson
Sales & Marketing Digital ArticleNew research identifies their traits and behaviors. -
Love Your Customers: Joe Girard on Becoming the World's Greatest Salesperson
Sales & Marketing Magazine ArticleJoe Girard, the world's greatest salesperson, reveals the secret to his unparalleled achievement. -
4 Questions Sales Leaders Should Be Asking Right Now
Sales Digital ArticleAs uncertainty persists, it’s time to rethink the model.
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Battlefield Furniture Group, Inc.
Sales & Marketing Case Study8.95View Details This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement... -
Miles Everson at PricewaterhouseCoopers, Spanish Version
Organizational Development Case Study8.95View 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... -
Campbell and Bailyn's Boston Office: Managing the Reorganization, Spanish Version
Organizational Development Case Study8.95View Details Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into "Key Account Teams" (KAT), to... -
InsideSales.com (A)
Innovation & Entrepreneurship Case Study8.95View Details This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers... -
Nutricia Middle East: Measuring Sales Force Effectiveness
Sales & Marketing Case Study8.95View 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... -
Purity Steel Corporation, 2012, Spanish Version
Finance & Accounting Case Study8.95View Details Managers introduce a new performance evaluation system based on sales growth and return-on-investment (ROI). A branch manager wonders whether his new... -
Case Vignette: The Salesman Saga
Leadership & Managing People Case Study8.95View Details A venture capitalist faces a situation in which a struggling portfolio company has found a promising vice president of sales through a recruitment agency.... -
Centra Software, Portuguese Version
Sales & Marketing Case Study8.95View Details Centra is a pioneer in software eLearning. It is debating how to modify its go-to-market strategy, adding telesales to improve sales force productivity.... -
EMC2: Delivering Customer Centricity
Sales & Marketing Case Study8.95View Details This case introduces the concept of customer centricity and traces its development at EMC, the world's leading data storage hardware and information management... -
Boise Automation Canada Ltd.: The Lost Order at Northern Paper (B)
Sales & Marketing Case Study5.00View Details A senior account manager at Boise Automation Canada Ltd. was disappointed with the news that he had just lost the $1.2 million opportunity with Northern... -
VTS
Sales & Marketing Case Study8.95View Details The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real... -
Terumo (A)
Sales & Marketing Case Study8.95View Details Terumo faces two challenges: how to sell its catheter products in the U.S. and its new "Solution Pack" in its domestic market, Japan. The case provides... -
Sales Management That Works: How to Sell in a World that Never Stops Changing
Sales & Marketing Book32.00View Details In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that... -
Baria Planning Solutions, Inc.: Fixing the Sales Process, Japanese Version
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... -
NTL Lemnis: Exploring the B2C Market
Sales & Marketing Case Study8.95View Details NTL Lemnis, a joint venture between NTL Electronics of India and Lemnis Lighting of the Netherlands, has ambitious sales targets and is considering entry... -
Insulation Coating for Oil-Chemical Storage Tanks (B)
Sales & Marketing Case Study5.00View Details VaporLock was a proprietary coating sold by Heinrich Chemical as a vapor barrier over polyurethane insulation on oil/chemical storage tanks. A company... -
Are We Sacrificing by Sacrificing?: Assignment, Handout
Organizational Development Case Study5.00View Details Handout for Case UV8375 -
Hausser Food Products Company, Spanish Version
Leadership & Managing People Case Study8.95View 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... -
Arck Systems (F)
Leadership & Managing People Case Study5.00View Details The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software... -
"With the First Pick...": Head Coach
Organizational Development Case Study8.95View Details In this exercise, students are put into the role of head coach of an NFL team and must use the data provided to conduct draft research and make a tentative...
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What Makes a Good Salesman
Sales team management Magazine ArticleBefore they have received even a day of training, the best salespeople already have two seemingly incompatible qualities in abundance: empathy with customers and a need to overcome their hesitation to buy. -
How to Sell New Products
Sales & Marketing Magazine ArticleSenior leaders have great confidence in their ability to develop innovations, say the authors, but not in their ability to commercialize them. This may... -
How B2B Businesses Can Get Omnichannel Sales Right
Strategy & Execution Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives. -
What B2B Customers Really Expect
Sales & Marketing Magazine ArticleCompanies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople. -
The Technology Trends That Matter to Sales Teams
Sales and marketing Digital ArticleSalespeople have always been early adopters. -
7 Reasons Salespeople Don't Close the Deal
Sales & Marketing Digital ArticleBased on a new study of B2B buyers. -
Battlefield Furniture Group, Inc.
Sales & Marketing Case Study8.95View Details This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement... -
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. -
All Pain, no Gain? Why Adopting Sales Force Automation Tools is Insufficient for Performance Improvement
Sales & Marketing Digital ArticleThe dawning of the 21st century brought a wave of research into the phenomenon of sales force automation (SFA)--technology tools aimed at enabling sales... -
Miles Everson at PricewaterhouseCoopers, Spanish Version
Organizational Development Case Study8.95View 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...