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March 2015—More than two-thirds of traditional commercial transformations fail. Here’s an approach to upgrading your marketing, sales, and pricing capabilities that works.more
March 2015—Consistent growth is difficult; consistent outperformance rarer still. Yet many companies still fail to develop their marketing and sales capabilities to drive performance.more
March 2015—Companies often overlook pricing as a driver of earnings growth, instead defaulting to cost cutting and other measures. Here are five steps to growth through pricing.more
February 2015—New data and better coordination can create value in the sales channel.more
February 2015—Companies adept at using digital tools along the consumer decision journey are gaining a sizable lead over competitors.more
February 2015—B2B purchasing decisions increasingly trace complex journeys, challenging the long-standing practices of many sales organizations.more
February 2015—New digital upstarts are threatening the bottom lines, growth prospects, and even business models of traditional service providers. It’s time for incumbents to innovate—or be left behind.more
February 2015—The head of the hotel company’s loyalty program, Mark Vondrasek, describes its approach to technology, guest loyalty, and disruptive new competitors.more
February 2015—Lorraine Twohill, Google’s senior vice president of global marketing, describes what has and hasn’t changed for marketers trying to connect with customers.more
February 2015—Marketers are boosting their precision, broadening their scope, moving more quickly, and telling better stories.more
The material on this page draws on the research and experience of McKinsey consultants and other sources. To learn more about our expertise, please visit the Marketing & Sales Practice.
The creation of knowledge supports McKinsey’s core mission: helping our clients achieve distinctive, lasting, and substantial performance improvements. We publish our insights and those of external experts to help advance the practice of management and provide leaders with facts on which to base business and policy decisions. Views expressed by third-party authors are theirs alone.