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How to Convince Your Sales Team to Adopt a Subscription Model
Sales & Marketing Digital ArticleNearly 90% of subscription businesses are stable or growing right now. -
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... -
A Checklist to Help You Grow Your Sales Team
Sales Digital ArticleSix factors to consider. -
Making the Consensus Sale
Sales & Marketing Magazine ArticleSales reps have long been taught to seek out a senior executive who can single-handedly approve a deal, but unilateral decision makers are now rare. Today... -
Avoid a One-Size-Fits-All Approach to Sales Coaching
Sales & Marketing Digital ArticleHow to tailor your advice to your reps' needs - and build a culture where they help each other. -
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... -
3 Ways to Motivate Your Sales Team — Without Stressing Them Out
Motivating people Digital ArticleDialing up the pressure to hit the numbers isn’t the answer. -
The Science of Building a Scalable Sales Team
Sales & Marketing 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... -
What Top Sales Teams Have in Common, in 5 Charts
Sales & Marketing Digital ArticleNew research shows what differentiates the best sales organizations. -
What Sales Teams Should Do to Prepare for the Next Recession
Strategy & Execution Digital ArticleThe question is when the next downturn will hit, not whether it will. -
The End of Solution Sales
Sales & Marketing Magazine ArticleIn recent decades sales reps have become adept at discovering customers' needs and selling them "solutions." This worked because customers didn't know... -
Dismantling the Sales Machine
Sales & Marketing Magazine ArticleSales leaders have long fixated on process discipline, monitoring reps' conformance to "optimal" behaviors and their performance of specified activities.... -
How to Shift from Selling Products to Selling Services
Sales & Marketing SpotlightOnly a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software... -
How a Fast-Growing Startup Built Its Sales Team for Long-Term Success
Strategy & Execution Digital ArticleThere are no shortcuts. -
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... -
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... -
Sellers Are Overwhelmed by New Technology
Sales & Marketing Digital ArticleAccording to research, salespeople who feel overwhelmed by technology are 43% less likely to meet quota. -
Don't Turn Your Sales Team Loose Without a Strategy
Sales & Marketing Digital ArticleGuidelines can protect long-term profits. -
How to Boost Your Sales Reps' Performance
Sales & Marketing Magazine ArticleResearchers from the University of Missouri studied the auto insurance industry to learn more about what drives sales success. The analysis showed that... -
Is Your Sales Team Struggling to Sell Solutions?
Sales & Marketing Digital ArticleYour leadership team might be at the root of the problem.
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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. -
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.
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FormPrint Ortho500
Sales & Marketing Case Study8.95View Details The Senior Vice President of FormPrint's Medical Products business unit is considering issues raised by the upcoming introduction of a new 3D printing... -
Paul Thomson: Walker Insurance
Leadership & Managing People Case Study8.95View Details Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash... -
Eureka Forbes Ltd.: Managing the Selling Effort, Video
Sales & Marketing Case Study150.00View Details Presents company sales management tools for recruitment and training of new sales representatives. -
HubSpot and Motion AI: Chatbot-Enabled CRM
Sales & Marketing Case Study8.95View Details HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software... -
Amagansett Funds (B)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
DoubleDutch
Innovation & Entrepreneurship Case Study8.95View 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... -
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... -
Chem-Ecol
Finance & Accounting Case Study14.00View Details Dahra Allen purchased Chem-Ecol in December 2012. The company purified machine oils such as hydraulic oils and gear oils either at its facility in Ontario,... -
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... -
Seeding and Selling Asana
Sales & Marketing Case Study8.95View Details In December 2019, Oliver Jay, Asana's Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management... -
Transition at DataCo?
Innovation & Entrepreneurship Case Study9.95View 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.... -
Amagansett Funds (D)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
NTL Lemnis: Exploring the B2C Market
Sales & Marketing Case Study9.95View 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... -
Eureka Forbes Ltd.: Managing the Selling Effort (A)
Sales & Marketing Case Study1.00View 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... -
The Quiet Ascension of LA Fitness
Strategy & Execution Case Study8.95View Details In 2016, LA Fitness was the largest chain of non-franchised fitness clubs in North America, operating 676 clubs, serving 4.9 million members, and generating... -
Amagansett Funds (C)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
Cipla Limited: Taking Inhalation Therapy to the Masses
Strategy & Execution Case Study8.95View Details Cipla Limited was a pioneer in inhalation therapy in India, and was globally acclaimed for its range of inhalers for obstructive airway diseases such... -
Wendy Peterson
Organizational Development Case Study1.00View Details Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company.... -
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... -
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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How to Convince Your Sales Team to Adopt a Subscription Model
Sales & Marketing Digital ArticleNearly 90% of subscription businesses are stable or growing right now. -
EnerNOC: Turning Energy Savings into Sales, Teaching Note
Sales & Marketing Digital ArticleTeaching Note for BAB152. -
FormPrint Ortho500
Sales & Marketing Case Study8.95View Details The Senior Vice President of FormPrint's Medical Products business unit is considering issues raised by the upcoming introduction of a new 3D printing... -
Amagansett Funds (A), (B), (C), & (D), Teaching Note
Technology & Operations Digital ArticleAn abstract is not available for this product. -
CRU Computer Rentals, Teaching Note
Technology & Operations Digital ArticleTeaching Note to (9-KEL-017). -
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... -
A Checklist to Help You Grow Your Sales Team
Sales Digital ArticleSix factors to consider. -
Paul Thomson: Walker Insurance
Leadership & Managing People Case Study8.95View Details Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash... -
Eureka Forbes Ltd.: Managing the Selling Effort, Video
Sales & Marketing Case Study150.00View Details Presents company sales management tools for recruitment and training of new sales representatives. -
HubSpot and Motion AI: Chatbot-Enabled CRM
Sales & Marketing Case Study8.95View Details HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software...