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Article

The heartbeat of modern marketing: Data activation and personalization

– Technology has finally advanced to the point where marketers can use real-time data in a way that is both meaningful to customers... and profitable for companies.
Article

Looking beyond technology to drive sales operations

– New trends are forcing sales leaders to rethink how they sell. The right investment in sales operations can unlock sustainable... growth.
Article

How B2B digital leaders drive five times more revenue growth than their peers

– By focusing on the right digital practices, B2B companies—currently trailing B2C companies in digital transformation—can... create long-term value. Here are six areas where digital leaders excel.
Article

How to unlock growth in the largest accounts

– Large companies have become increasingly sophisticated negotiators. In response, smart selling organizations are upgrading how... they manage their largest accounts.
Podcast

Discussions on digital: Designing the next mobile experience

– The evolution of mobile is still transforming our world, from how we work and shop to how we heat our homes. Brian Gregg leads... a discussion with digital leaders on what that means for businesses.
Article

Developing a customer-experience vision

– To provide a distinctive experience for customers, an organization must unite around the goal of meeting their true needs. Done... well, the effort can power a vast amount of innovation.
Article

From touchpoints to journeys: Seeing the world as customers do

– To maximize customer satisfaction, companies have long emphasized touchpoints. But doing so can divert attention from the more... important issue: the customer’s end-to-end journey.
Article

Achieving customer-management excellence in emerging markets

– Winners ask four critical questions about market-by-market growth, then tailor their channel-management approaches accordingly.
Article - McKinsey Quarterly

A virtuous cycle for top-line growth

– New data and better coordination can create value in the sales channel.
Article - McKinsey Quarterly

Do you really understand how your business customers buy?

– B2B purchasing decisions increasingly trace complex journeys, challenging the long-standing practices of many sales organizations.
Article

Capturing the Brazilian pharma opportunity

– Global pharma companies are missing a chance to serve Brazil’s increasingly prosperous and growing middle class.

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