Marketing & Sales


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.

Customer experience

Customer Experience

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Inside sales, outsize impact: An interview with Alice Coatalem of Hewlett Packard Enterprise

– “Inside”-sales teams operating remotely are often viewed as local support for higher-profile field-sales forces. But... centralization can turn inside sales into a significant source of revenue growth.

Maximizing marketing value through smarter procurement

– Now more than ever, marketing stars need a strong band behind them.

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.

Meet today’s American consumer

– US consumers feel better about their financial situation than they did a year ago, but they’re still hesitant to spend too much.
Article - Harvard Business Review blog

Why salespeople need to develop ‘machine intelligence’

– Bots are bringing big changes—and big opportunities—to sales.

Why customer analytics matter

– Although survey respondents say the value of customer analytics is declining, our findings show these analytics clearly drive... value. Focusing on three factors can help companies reap the benefits.

The sales secrets of high-growth companies

– The authors of Sales Growth reveal five actions that distinguish sales organizations at fast-growing companies.

The new world of sales growth

– New insights from Sales Growth, 2nd edition, reveal how top-performing sales organizations harness digital to drive growth,... meet the new challenges of managing talent, and evolve with the future of sales.

Why the customer experience matters

– Truly understanding customer needs may help companies improve not only the buying experience but also their bottom line.

Saving, scrimping, and … splurging? New insights into consumer behavior

– Our global survey of more than 22,000 consumers highlights recent shifts in buying behaviors, which have important implications... for retailers and packaged-goods companies alike.

Discussions on digital: The new world of marketing

– Silicon Valley leaders discuss the challenge on every marketer’s mind: how much to spend on digital marketing—and... where to spend it.


McKinsey on Marketing & Sales

Latest published insights on driving above-market growth.