Marketing & Sales Insights

Article

Seven rules to crack the code on revenue synergies in M&A

– Companies pursuing revenue synergies can’t take them for granted. Leaders need a clear grasp of where those synergies lie—and the persistence to capture them.
Article

The five things sales-growth winners do to invest in their people

– Highly tailored training and measuring its success feature prominently among the methods top performers use.
Article - McKinsey Quarterly

Choosing the right path to growth

– To boost organic growth, most companies need a diverse set of initiatives—and how you sequence them matters.
Article

Amazon Prime Day: What the real lessons are

– Prime Day has emerged as a mammoth shopping event. But surprising insights are reshaping the retail sector.
Article

From lab to leader: How consumer companies can drive growth at scale with disruptive innovation

– In the era of “fast products” and digital disruption, delivering growth requires putting in place new predictive consumer-growth... capabilities, including innovation, based on speed, agility, and scale.

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Sales incentives that boost growth

– Not all sales compensation is the same. Structuring incentives using these four building blocks, can improve the bottom line.
Article

Miles ahead: How to improve airline customer-loyalty programs

– Without a new approach, airline loyalty programs risk alienating many customers.
Article

Unlocking Sri Lanka’s digital opportunity

– There are enormous growth opportunities in Sri Lanka for companies that boost their Digital Quotient in four critical dimensions.
Article

How machine learning can improve pricing performance

– New analytical capabilities have the potential to transform the way banks and other payment providers price products and services.
Article

Creating value at industrial companies through advanced pricing techniques

– Faced with tough competition and uncertainty in raw-material prices, industrial companies must reset their pricing architecture.
Article

Zero-based productivity—Marketing: Measure, allocate, and invest marketing dollars more effectively

– Taking a zero-based budgeting approach to enterprise-wide marketing costs can uncover new opportunities and spur more-informed... spending decisions.
Article

How traditional insurance carriers can disrupt through personalized marketing

– Last year, our colleagues in the Marketing and Sales Practice published a piece on personalized marketing. We have adapted the... framework they presented to the insurance industry.
Interview

Making the most of marketing technology to drive growth

– Winning in the martech revolution requires tech, of course, but leaders often forget that it needs a couple of key additions too.
Article

Personalization at scale: First steps in a profitable journey to growth

– Personalized communication with every customer is the future of marketing. McKinsey partners Julien Boudet and Kai Vollhardt say... it’s easier than many marketers think, if you begin with the data you have.
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

No customer left behind: How to drive growth by putting personalization at the center of your marketing

– Successful personalization at scale requires four elements working in tandem. Here’s how marketing leaders build the operating... model to make that happen.
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