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Marketing & Sales Insights

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.
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.
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.

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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

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.
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.
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.
Article

The keys to esports marketing: Don’t get ‘ganked’

– Esports is fast becoming one of the most popular spectator sports for young US men. But brands looking to capitalize should first... learn the complex rules of this new, global game.
Article

Ready to ‘where’: Getting sharp on apparel omnichannel excellence

– Brands and retailers are moving quickly to provide more seamless omnichannel shopping experiences—but your customers are... moving faster.
Article

How digital is powering the next wave of growth in key-account management

– New research highlights what the best-performing sales organizations are doing.
Article

Prime Day and the broad reach of Amazon’s ecosystem

– Amazon’s Prime Day successes go way beyond sales. Retailers can learn from Amazon’s focus on leveraging and building... out its ecosystem.
Article

Marketing consumer durables in India: A journey into the minds of digital-age consumers

– A new McKinsey metric helps Indian marketers get buyers’ attention at the beginning of their decision journey—when... it counts the most.
Article

How lessons from the record-breaking 2018 holiday season can inform retailers’ 2019 strategy

– Black Friday and Cyber Monday are months away, but savvy retailers are incorporating lessons from last year’s holiday season... into this year’s marketing.
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