Chief Outsiders

JULY 14, 2023

Part 5: Moving Your KPI Levers Into Alignment Managing a sales team can be a lonely job these days. Just a few years ago, the energy in a typical sales office was positively electric.

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Sales Sales KPI Energy 246

Harvard Business Review

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. This year, I retired the funnel — threw it a party, gave it a gold watch, and congratulated it on its move to a condo in Florida. For another, the funnel fails to capture momentum. clu/Getty Images. It was the right thing to do.

Sales Funnel 15

Sales Funnel Sales Sales B2C 15

Harvard Business Review

JULY 12, 2012

When 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. After 12 months, 500 interviews, and 20 hires, I hired a graduate student from MIT to run a regression analysis, correlating the interview scores to success in our sales funnel.

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Sales Sales Sales Funnel Scaling 17

Harvard Business Review

MAY 14, 2014

Cohen, a professor of management at Babson College and author of Influence Without Authority. It takes up energy, and “prevents our ability to solve anything.”. Tread carefully with your manager. If you handle the situation with grace, your manager will be impressed. Give them a second chance. Not their real names.

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Sales Funnel Workflows Sales Sales 15

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed.

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B2B Sales Sales Sales Funnel 15

Peter Winick

MAY 4, 2023

She is a Senior Lecturer of Entrepreneurial Management at Harvard Business School, an angel investor, speaker, and author of “The Portfolio Life: How to Future Proof Your Career, Avoid Burnout, and Build a Life Bigger Than Your Business Card.” My guest today is Christina Wallace.

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Sales Funnel Metrics Accounts Marketing 130