Marketing & Sales Insights

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Commercial excellence: Your path to growth

– The journey to outperforming your peers begins with a clear-eyed view of what matters most.
Article

Black Friday 2018: Consumers are eager, more digital, and willing to spend

– This annual survey helps companies better understand changing consumer attitudes about Black Friday retail and how shoppers are... planning for the 2018 holiday season.
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What really matters in B2B dynamic pricing

– Companies that succeed at analytics-based pricing build a strong foundation—and include their salesforce in developing it... from the start.
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.
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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.

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Article

Commercial excellence in China: Lessons from the top CPG companies

– What does it take for consumer-goods manufacturers to succeed in the fast-growing—and increasingly competitive—Chinese... market? Our latest survey yields some answers.
Report

Measuring the fashion world

– A new survey takes stock of apparel companies’ go-to-market processes. The findings have implications for product design,... development, and delivery.
Article - McKinsey Quarterly

The business value of design

– How do the best design performers increase their revenues and shareholder returns at nearly twice the rate of their industry counterparts?
Article

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

Advanced analytics can drive the next wave of growth for transportation and logistics companies

– Even without perfect data, T&L companies can generate sales growth through analytics-based insights. Here’s how it’s... done.
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

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

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

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.
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.
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