Brick-and-mortar retail is not declining but evolving, as stores take on new roles as logistics hubs, experiential destinations, and powerful drivers...

Case Study Reprint

Education technology (edtech) company TagHive, founded in 2017, used a direct sales team and third-party distributors to sell its Class Saathi hardware...

The software company SAP successfully leveraged AI tools to begin selling to the small and medium enterprises (SMEs) market, which had previously been...

Closing a sale is the result of earlier actions such as customer discovery, lead qualification, and performance management. Framework IT improved its...

Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve...

Case Study Reprint

This case focuses on distribution, sales, and product decisions as Aphro Beverages reaches an inflection point in its growth trajectory. In 2020, Aphro...

The purpose of performance reviews is two-fold: an accurate and actionable evaluation of performance, and then development of that person's skills in...

Traditional sales models focus on customer acquisition and the "funnel" or "pipeline" metrics that dominate talk about sales. But this approach falls...

Training employees tops the agenda in many organizations, according to a LinkedIn report. The market for global corporate learning and development (L&D)...

Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting...

Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities...

Case Study Reprint

This case provides an overview of a sales transformation in the industrial automation division at Belden, a hardware manufacturer. While Belden historically...

Companies tend to allocate testing time and money to big initiatives while ignoring small ideas that, in the aggregate, can have a bigger impact with...

Frank Cespedes, senior lecturer at Harvard Business School, on how to connect what your people sell with your business goals.

Book

In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that...