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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.
Article

How half the world shops: Apparel in Brazil, China, and India

– Multinational retailers face new challenges to capture the increased spending power in each of these distinctive markets.

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