Marketing & Sales Insights

Podcast

Holiday shopping in 2020

– Consumers, longing for normalcy and eager for something to celebrate, plan to spend money during the holidays—but differently from the way they have in the past.
Blog Post

What to expect from holiday shopping, according to our consumer insights

– McKinsey partner Kelsey Robinson talks about how consumer sentiment is evolving in response to changes in the pandemic and what... this means for retailers.
Article

Think fast: How to accelerate e-commerce growth

– The most critical tools in successful e-commerce expansion are customer-centricity and a test-and-learn mindset.
Article

Five questions to answer before you finalize your media plan

– New consumer behaviors require CMOs to rethink their media-spend plans.
Article

The conflicted Continent: Ten charts show how COVID-19 is affecting consumers in Europe

– European consumers are emerging from lockdown at their own pace—and with new priorities that include personal safety and... social values.

Special collections

Collection

Global surveys of consumer sentiment during the coronavirus crisis

– Consumer optimism varies by country depending on what stage each country is in the coronavirus contagion cycle.
Collection

The ‘next normal’ of sales: What has changed and how to win

– With governments and organizations still working to contain COVID-19 and stem the growing humanitarian toll that it is exacting,... the effects on customer behaviors are rippling across the B2B landscape. Through a series of recurring global surveys, we are tracking how customers’ expectations, spending, and behaviors change throughout the crisis, across multiple countries over time.

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Featured publication

Reimagining marketing

– The human tragedy of COVID-19 has upended lives around the world and had a dramatic effect on consumer behavior. For businesses, these changes are forcing marketers to reimagine how they connect with their customers and drive growth.

Featured collection

Customer experience

Creating competitive advantage by putting customers first and managing their journeys.

MORE INSIGHTS

Report

2020 Holiday Season: Navigating shopper behaviors in the pandemic

– The crisis has widened consumer appetite for choice and introduced unexpected shifts in consumer behavior—this year’s... holiday shopping is up for grabs.
Article

Getting acquainted with a more mindful Australian consumer

– COVID-19 is reshaping the emotional needs of Australian consumers and, subsequently, their purchasing behaviour.
Article

How data analytics helps sales reps win more deals

– Quantifying the actions that differentiate top sales reps from the less productive can help managers identify skills that need... upgrading.
Podcast

Rapid revenue recovery after the crisis: Strategies for success

– The COVID-19 pandemic has upended norms about retail, brand loyalty, and consumer behavior. That’s creating both a massive... challenge and a rare opportunity for bold players to accelerate growth.
Report

A future beyond brick and mortar: Disruption in automotive retail

– As customer expectations evolve and cost pressures rise, automotive retail strategies must also change rapidly.
Article

Beyond COVID-19: Charting the road to recovery for South African insurers

– Seven big moves could help insurers navigate the crisis and thrive in the long term.
Podcast

Stressing customer obsession: A conversation with Sequoia Capital’s Pieter Kemps

– Start-ups fail for all sorts of reasons, but those that succeed constantly think about the customer journey, use technology to... remove friction, and find new ways to delight their customers, according to an investor with a legendary venture-capital firm.
Article

Turning private labels into powerhouse brands

– Consumers have recently been snapping up private-label goods at grocery and mass retailers. Will this trend last? Only if retailers... develop a compelling private-label strategy and operating model.
Article

The three building blocks of successful customer-experience transformations

– Meeting new consumer needs and expectations is critical to post-COVID-19 business success. Here’s a proven formula for upgrading... customer experience.
Article - Updated with September data

Consumer sentiment and behavior continue to reflect the uncertainty of the COVID-19 crisis

– As consumers around the globe adjust to the next normal, there is significant variance in consumer sentiment and behaviors across... countries.
Article

Coping with the big switch: How paid loyalty programs can help bring consumers back to your brand

– The demands of the pandemic have challenged customer loyalty and increased the value of paid loyalty programs for companies that... do them right.
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