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Article - McKinsey Quarterly

Landing the megadeal: Seven keys to closing big sales that make money

– Your salesforce needs help to remain objective, build trust, get the price right, and keep selling until the deal is done.

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Article

Consumer sentiment around the world: Trending upward

– In many countries, consumers felt less financial pressure in 2016 than they did the year before.
Article

When the customer experience starts at home

– To serve end customers better, begin with your employees.
Video

Lifting customer experience at an elevator company

– Pierre Liautaud, executive vice president at Finnish elevator maker KONE, describes the critical role of frontline teams in navigating... complex business-to-business (B2B) customer-experience relationships.
Article

Marrying art and science to improve lifecycle pricing

– How innovative retailers align analytics, processes, and organizations to boost profitability.
Interview

An insurer’s journey to better customer experience: A conversation with Allianz’s Firuzan Iscan

– The customer-experience leader at Allianz describes how the German insurer is learning to view customer journeys from an outside-in... perspective.
Article

Finding the right digital balance in B2B customer experience

– Growing numbers of B2B companies are focusing on digitization to succeed with customer-centric strategies. Here’s how to... get it right.
Article

Four ways to shape customer-experience measurement for impact

– Too many companies are themselves unhappy customers when it comes to building measurement systems. Here’s how to make better... investments.
Article

Design for value and growth in a new world

– Customer choice has never been greater, so terrific design is essential for outstanding products and services—and to build... lasting customer relationships.
Article

How do winning consumer-goods companies capture growth?

– Our detailed analysis of 53 companies reveals four major growth drivers.
Article

Invest, Create, Perform: Mastering the three dimensions of growth in the digital age

– Growth winners think about growth in new ways and pursue it across multiple dimensions.
Interview

Playing offense: What it takes to drive growth

– In this interview, McKinsey senior partner Liz Hilton Segel speaks with Comcast Cable CEO Neil Smit about what organic growth... means and how a business drives it. The following is an edited version of their conversation.