Marketing & Sales Insights

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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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

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.
Article

Who’s shopping where? The power of geospatial analytics in omnichannel retail

– Using advanced geospatial analytics, retailers can now quantify the true economic value of each of their stores across channels—and... they’re uncovering surprising insights.
Collection

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.
Article - McKinsey Quarterly

Unleashing the power of small, independent teams

– Small, independent teams are the lifeblood of the agile organization. Top executives can unleash them by driving ambition, removing... red tape, and helping managers adjust to the new norms.
Article - Sloan Management Review

Why customer experience is key for loyalty programs

– Research shows that monetary rewards are not the only drivers of customer-loyalty programs. Experiential rewards provide greater... long-term benefits.
Interview

Driving growth is a relentless daily pursuit

– In this interview, Zocdoc President of Health Systems Kevin Kumler shows what it means to embed growth into the business.
Article

The most perfect union: Unlocking the next wave of growth by unifying creativity and analytics

– Companies that harness creativity and data in tandem have growth rates twice as high as companies that don’t. Here’s... how they do it.
Article

Master the challenges of multichannel pricing

Retail customers may accept different prices on different channels.... But are retailers ready to manage the complexities?
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