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Marketing & Sales Insights

Article

Consumer-data privacy and personalization at scale: How leading retailers and consumer brands can strategize for both

– Customer concerns about the security and privacy of their online data can impede personalized marketing at scale. Best-practice companies are building protections into their digital properties.
Article

The 2019 holiday season: Shoppers are ready to spend but retailers need to personalize

– Our annual survey, expanded this year to encompass more of the holiday shopping season, uncovers emerging trends in consumer shopping... behavior, suggesting what retailers can do to better prepare.
Article

How analytics can drive growth in consumer-packaged-goods trade promotions

– Consumer-packaged-goods companies seeking better results from trade promotions need a five-step strategy to upgrade their analytics.
Article

Revenue growth management: The next horizon

– Consumer-goods companies have learned to capture significant value from revenue growth management. But the market is challenging... them to improve their game again. Here’s a road map for success.
Article

Sales-force productivity in India: How the best organizations go from chasing targets to creating value

– Bypassing traditional approaches to sales-force productivity, best-in-class companies in India are reaping significant new revenue... growth in just a few months.

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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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

Four pathways to digital growth that work for B2B companies

– Here’s what it takes for industrial companies to outgrow their peers and create sustainable value from digitization at scale.
Interview

Focusing on customers and team mind-sets to deliver growth

– The key to achieving sustainable growth at Danone is a strategy focused on what customers want and building up a growth mind-set... within the business.
Article

Pricing: The next frontier of value creation in private equity

– Few PE firms systematically focus on pricing transformations, though such programs can create substantial value. Here’s... how pricing value can be captured at any stage in the deal cycle.
Interview

Focusing on culture to drive growth

– Embracing a growth mind-set and working with customers to develop innovative new products has been the recipe for growth at Amcor.
Article

Are you a growth leader? The seven beliefs and behaviors that growth leaders share

– A new survey highlights what separates growth leaders from the pack.
Report

China digital consumer trends in 2019

– New research from a survey of 4,300 Chinese consumers suggests a path forward for brands and marketers seeking the next wave of... growth.
Interview

How purpose-driven growth and a strong culture can beat the market

– The foundation of growth strategy at Mondelēz is built on focusing the company, from leadership to the front lines, on a shared... purpose.
Article

Executive quick take: A guide to implementing marketing-and-sales transformations that unlock sustainable growth

– Above-market growth in today’s competitive environment means becoming more flexible and agile and adopting multiple marketing... strategies.
Article

Pricing: Distributors’ most powerful value-creation lever

– With new digital capabilities, distributors are finding that pricing can do more than traditional margin-expansion methods to... create new value.
Interview

Mind-set: The key to growth in the digital age

– To maximize growth, leaders need a growth-focused mind-set and a willingness to place bets on the future.
Article - McKinsey Quarterly

The public sector gets serious about customer experience

– As public expectations rise, government agencies are doubling down on improving service delivery to delight their customers.
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