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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. -
My Competitiveness Was Hurting My Sales Team. Here's How I Realized It
Communication Digital ArticleA common problem within sales. -
Stop Losing Sales to Customer Indecision
Leadership & Managing People Digital ArticleA playbook to help sales reps nudge customers off the fence. -
Where Do Salespeople Fit in the Digital World?
Sales & Marketing Digital ArticleWhen you need a human to close the deal - and when you don't. -
Why Individuals No Longer Rule on Sales Teams
Collaboration and teams Digital ArticleToday, the best players are team players. -
Find the Right Metrics for Your Sales Team
Sales & Marketing Digital ArticleAllow reps to adjust their behavior on the fly. -
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. -
The Sales Playbook of Successful B2B Teams
Sales Digital ArticleAlways be data-driven. -
Using Analytics to Align Sales and Marketing Teams
Sales and marketing Digital ArticleIf your customers are hearing different things from each team, they’ll get confused. -
How AI Can Help Sales Teams Craft More Personalized Pitches
Technology & Operations Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
Good Sales Teams Know When to Stop Selling
Customer experience Digital ArticleNever upsell an unhappy customer. -
The Science of Building a Scalable Sales Team
Customer experience Digital ArticleWhen I came to HubSpot five years ago, I had never run a sales team, so I didn’t know the conventional techniques that sales managers use. Instead, I relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis. Five years later, my […] -
A Portrait of the Overperforming Salesperson
Sales & Marketing Digital ArticleNew research identifies their traits and behaviors. -
Teaching Sales
Sales & Marketing Magazine ArticleA well-staffed sales function is vital to business success, but most MBA programs fail to offer any sales-related courses at all. As selling becomes more... -
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. -
In the Best Sales Teams, About Half of the People Are in Support Roles
Sales & Marketing Digital ArticleFree your customer-facing staff to do their work. -
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 to Predict Turnover on Your Sales Team
Sales team management Magazine ArticleIt’s not enough to know who your stars are. You need to make sure they don’t leave. -
How Right Should the Customer Be?
Sales & Marketing Magazine ArticleIf your salespeople aren't sure who their boss is--the district manager? the regional manager? the customer?--it could be a sign that your company's sales... -
Reinvigorate a Disengaged Sales Force
Sales & Marketing Digital ArticleTwo ways to show them just how much they matter.
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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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Arck Systems (D)
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... -
Arck Systems (C)
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... -
DoubleDutch
Innovation & Entrepreneurship Case Study11.95View Details Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's... -
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... -
Transition at DataCo?
Innovation & Entrepreneurship Case Study11.95View Details The founder of a data analytics company, Stefan Brecht, has several issues with his key business developer and head of marketing and sales, Tamara Smithson.... -
EMC2: Delivering Customer Centricity
Sales & Marketing Case Study11.95View 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... -
Amagansett Funds (B)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
ZS Associates: Sales Force Sizing
Sales & Marketing Case Study11.95View Details This case describes a consulting firm that is assisting a pharmaceutical company as it faces a strategic question regarding how to determine the size... -
Andreas Keller in China
Strategy & Execution Case Study11.95View Details Good morning Mr. Teichner, After having arrived well in China on May 9 and some intense experiences, observations, and conversations, I see the urgent... -
Qualtrics: Scaling an Inside-Sales Organization
Leadership & Managing People Case Study11.95View Details CEO, Ryan Smith and the rest of the founding team at Qualtrics grew the company to 350 employees and an estimated $50M in revenue through an inside-sales... -
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... -
Sales Force Management at Nobel Ilac
Sales & Marketing Case Study11.95View Details Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide.... -
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... -
Cyberdyne: A Leap to the Future
Sales & Marketing Case Study11.95View Details Cyberdyne Inc. was a Japanese technology venture that wanted to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for... -
Sales Management Success: How to Empower Your Team to Drive Sales
Sales & Marketing Special Offer100.00View Details Your sales force isn't just a group of people. It's an engine that can propel your organization toward better results, bigger profits and greater success.... -
Coupa
Sales & Marketing Case Study11.95View Details The case describes the growth of Coupa, a software as a service platform for procurement / expense management. The issues in the case are around how fast... -
Plastiq
Innovation & Entrepreneurship Case Study11.95View Details The young CEO of a venture-backed startup needs to figure out his go to market strategy and the right profile for his first key sales hires. Should he... -
Battlefield Furniture Group, Inc.
Sales & Marketing Case Study11.95View Details This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement... -
Are We Sacrificing by Sacrificing?: Assignment, Handout
Organizational Development Case Study5.00View Details Handout for Case UV8375 -
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...
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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. -
The Art and Science of Target Setting
Leadership & Managing People Digital ArticleThe recent economic crisis and the collapse of many financial institutions stand as living proof of the dangers of overly ambitious targets coupled with... -
Sales Superstars: How to Seal the Deal Every Time (HBR OnPoint Magazine)
Sales & Marketing Magazine Issue18.95View Details Getting sales right nowadays requires a balance of science, creativity, efficiency, and empathy. This issue of Harvard Business Review OnPoint will help... -
Arck Systems (D)
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... -
My Competitiveness Was Hurting My Sales Team. Here's How I Realized It
Communication Digital ArticleA common problem within sales. -
Arck Systems (C)
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... -
DoubleDutch
Innovation & Entrepreneurship Case Study11.95View Details Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's... -
Stop Losing Sales to Customer Indecision
Leadership & Managing People Digital ArticleA playbook to help sales reps nudge customers off the fence. -
Where Do Salespeople Fit in the Digital World?
Sales & Marketing Digital ArticleWhen you need a human to close the deal - and when you don't. -
Why Individuals No Longer Rule on Sales Teams
Collaboration and teams Digital ArticleToday, the best players are team players.