A Roadmap to Supercharging Your Sales Force

An optimized sales network is crucial to a company’s long-term success. On the front lines of the marketplace, sales teams are charged with maximizing profit while delivering the best possible value to customers. Firms rely squarely on them to generate revenue, yet how often do they analyze whether they’re operating at full potential? Not often enough, according to Prof. Julián Villanueva, head of IESE’s Department of Marketing. “Companies will spend countless hours poring over financial statements, but few dedicate the same amount… Read More

Negotiating in a Global World

Asking for a raise, bidding for a promotion, debating a curfew with your unrelenting teenager…. These scenes don’t exactly conjure up pleasant, heartwarming images, do they? Negotiating is an anxiety-inducing endeavor for many, who fear coming across as overly assertive, insensitive or confrontational – or, even worse, losing control of the situation. If we reframe our perspective, however, we realize that negotiating is far broader than a zero-sum “winner-take-all” game. Truth be told, we negotiate all the time, more often than not… Read More