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Marketing & Sales Practice

With companies under relentless pressure to grow earnings, executives can turn to marketing to address the challenge. But to unlock the full potential, marketing needs to be more tightly integrated into the main strategies, functions, and processes of the business.
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Featured in Marketing & Sales
Make way for the U-Boomers
Forbes.com, April 03, 2008
With big appetites and small wallets, some 24 million Americans are still a huge market.
Read more on the Forbes site
Getting More from Prepaid Mobile Services
The McKinsey Quarterly, February 2008
As the industry matures, mobile operators won’t be able to count on a flood of new customers to fuel growth, so they must create more value from those they already have—including prepaid ones.
Read more on the McKinsey Quarterly site
Refocusing the Sales Force to Cross-sell
The McKinsey Quarterly, December 2007
Many salespeople resist cross-selling, so management must address their misgivings head-on and convince them of its benefits.
Read more on the McKinsey Quarterly site
Anticipating Customer Queries in Call Centers
The McKinsey Quarterly, November 2007
An effort to determine the value of specific kinds of customer inquiries shows how companies should decide which channels are best for dealing with each of them.
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Serving Aging Baby Boomers
The McKinsey Quarterly, November 2007
Baby boomers have rewritten the rules at every stage of their lives. They will rewrite the rules of retirement as well.
Read more on the McKinsey Quarterly site
How Half the World Shops: Apparel in Brazil, China, and India
The McKinsey Quarterly, November 2007
Multinational retailers face new challenges to capture the increased spending power in each of these distinctive markets.
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Marketing with User-generated Content
The McKinsey Quarterly, November 2007
Marketers who let a thousand flowers bloom risk losing focus.
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Power Brands: Measuring, Making and Managing Brand Success
Hajo Riesenbeck and Dr. Jesko Perrey, 2007
In this book, marketing experts Hajo Riesenbeck and Jesko Perrey of McKinsey present a thorough and proven approach to harnessing the power of brands more deliberately and successfully.
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The Price Advantage

This book, written by three McKinsey authors, shows that pricing excellence can help companies outperform competitors and increase profits.

Profiting from Proliferation

An integrated perspective of the most important activities required to generate profitable growth in a proliferating environment.

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