Marketing & Sales Insights

Article

Digital pricing transformations: The key to better margins

– B2B companies can capture hoped-for value from their pricing transformations by matching technology solutions to their unique needs and avoiding common pitfalls.
Collection

2020 Top picks: Our most popular articles

– With vaccines being distributed, we can start to imagine a world after the pandemic. While many behaviors will return, new ones... will continue to emerge—consumers’ expectations will continue to increase, customer experiences will become even more of a business imperative, and how companies sell will take on yet another new meaning.
Article

How COVID-19 has accelerated changes in the B2B sales landscape in Brazil

– New analysis makes it clear: The digital revolution is a huge leap forward for B2B sales in Brazil.
Article

DTC e-commerce: How consumer brands can get it right

– Consumer brands need to make direct-to-consumer economics feasible and the customer experience seamless.
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.

Special collections

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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

Interview

Indonesia’s Traveloka finds strength in local markets amid the pandemic

– Traveloka president Henry Hendrawan discusses how the online travel unicorn has rebounded by helping travelers in Southeast Asia... find—and finance—fun close to home.
Article

Ready for launch: Reshaping pharma’s strategy in the next normal

– As pharmaceutical companies reshape their commercial models to prepare for the uncertainties ahead, personalization and digital... enablement will be crucial to launch success in the new environment.
Podcast

2020 season recap: Building and scaling new businesses

– Listen to learnings on business building from The Venture’s 2020 episodes.
Podcast

Gen Z and the Latin American consumer today

– Our research shows that Generation Z is more pragmatic than millennials, and that Latin American consumers aren’t as optimistic... as they used to be.
Article

Getting the price right in logistics

– Reimagining the pricing cycle can be the most impactful lever for profitability in the logistics sector, and five steps to reform... the entire pricing cycle can maximize the value.
Article

The second COVID-19 lockdown in Europe: Implications for automotive retail

– As COVID-19 continues to spread, new shutdown measures in Europe could create additional complications for automotive retailers.
Article

The biopharma marketer of the future: Closing the gap

– Commercial leaders share the new skills brand marketers need in the digital era to move from brand building to revenue acceleration.
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.
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.
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