Marketing & Sales Insights

Practice insights topic

Perspectives on personalization @ scale

Personalization is teetering on the edge of the buzzword precipice. But companies that can figure out what it really means and how to take advantage of it are already outstripping their competition.

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Customer Experience

More insight into creating competitive advantage by putting customers first and managing their journeys.

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Article

Boosting car incentive effectiveness

– With car incentives at record levels, automakers need a better way to manage this spending, starting at the dealer.
Article

Who’s shopping where? The power of geospatial analytics in omnichannel retail

– Using advanced geospatial analytics, retailers can now quantify the true economic value of each of their stores across channels—and... they’re uncovering surprising insights.
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.
Article - McKinsey Quarterly

Unleashing the power of small, independent teams

– Small, independent teams are the lifeblood of the agile organization. Top executives can unleash them by driving ambition, removing... red tape, and helping managers adjust to the new norms.
Article - Sloan Management Review

Why customer experience is key for loyalty programs

– Research shows that monetary rewards are not the only drivers of customer-loyalty programs. Experiential rewards provide greater... long-term benefits.
Interview

Driving growth is a relentless daily pursuit

– In this interview, Zocdoc President of Health Systems Kevin Kumler shows what it means to embed growth into the business.
Article

The most perfect union: Unlocking the next wave of growth by unifying creativity and analytics

– Companies that harness creativity and data in tandem have growth rates twice as high as companies that don’t. Here’s... how they do it.
Article

Master the challenges of multichannel pricing

Retail customers may accept different prices on different channels.... But are retailers ready to manage the complexities?
Article

Advanced analytics in software pricing: Enabling sales to price with confidence

– Building advanced analytics such as dynamic deal scoring into the core commercial process helps software sales organizations price... smarter, streamline the approval process, and win more deals.
Article

Marketing’s hidden treasure: Better CPE can unlock millions to fuel growth

– Overlooked and often forgotten, consumer promotions and engagement (CPE) can be a major source of revenues.
Article

The secret to making it in the digital sales world: The human touch

– Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise.
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