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Marketing & Sales Insights

Article

Meet the missing ingredient in successful sales transformations: Science

– Data and analytics, combined with a personalized approach to performance management, are helping sales execs inculcate best practices and significantly improve growth.
Podcast

How to unlock marketing-led growth: Data, creativity, and credibility

– Marketing has been on the front lines of the digital revolution, but the landscape has become much more complicated, requiring... a focus on growth, data, and new modes of creativity.
Survey

Debunking four myths of organic growth

– New analysis reveals corporate blind spots when it comes to driving growth.
Article - Sloan Management Review

Why personalization matters for consumer privacy

– A recent survey shows that personalized benefits can help address consumer data-privacy concerns.
Article

A technology blueprint for personalization at scale

– Personalization at scale requires companies to take on the challenges of technology and business in tandem, starting in the C-suite.

Special collection

Growth leadership

Growth is a new game, requiring new skills and a different brand of leadership. Interviews and insights explore how it's done.

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Special collection

Digital Sales & Analytics: Driving above-market growth in B2B

– A curated selection of articles to serve as a guide for navigating the changing sales world.

MORE INSIGHTS

Article

The future of personalization—and how to get ready for it

– Personalization will be the prime driver of marketing success within five years. Here are the capabilities companies need to develop... to stay ahead of the curve.
Interview

The importance of a growth-leadership mindset in capturing growth

– Business leaders need three capabilities to drive growth: mind-set, curiosity, and a willingness to adapt to the client and the... market.
Interview

The importance of innovation and purpose in capturing growth

– At British telco giffgaff, growth comes from a formula for making the best decisions.
Article

Dynamic pricing: Using digital and analytics to take value pricing in the chemical industry to the next level

– Rapid, customer-tailored pricing adjustments being made possible by new digital and advanced-analytics capabilities can generate... substantial revenue improvement for chemical companies.
Article

How much is your company worth to its customers?

– Established companies with long histories of performance, increasingly face new competitors with no track record and lower prices.... What’s the value of experience?
Report

The coming shakeout in industrial distribution

– And five keys to outperformance in the years ahead.
Interview

Building a habit of disruption in marketing

– To be successful, creative disruption must be a constant process.
Article

The new way to engage with energy customers: Personalization at scale

– Energy companies struggling with customer churn can borrow lessons from retail and consumer goods to build loyalty and boost sales... through personalization.
Article

Agile in the consumer-goods industry: The transformation of the brand manager

– In the consumer-goods sector, agile ways of working aren’t an all-or-nothing proposition. Success depends on knowing where... and how to deploy them.
Article

Bancassurance: It’s time to go digital

– As customers and banks shift to digital technologies, bancassurers need to rethink their distribution model.
Article

Driving the automotive customer experience toward the age of mobility

– Automotive brands need to refine and digitize the customer experience they provide—otherwise they will not be ready to develop... into the mobility providers of tomorrow.
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