Marketing & Sales Insights

Article

The three building blocks of successful customer-experience transformations

– Meeting new consumer needs and expectations is critical to post-COVID-19 business success. Here’s a proven formula for upgrading customer experience.
Article

Coping with the big switch: How paid loyalty programs can help bring consumers back to your brand

– The demands of the pandemic have challenged customer loyalty and increased the value of paid loyalty programs for companies that... do them right.
Article

Case study: Building a customer-centric B2B organization

– A Chinese steel manufacturer systematically transformed its operations to be customer-centric—and in the process, improved... its bottom line.
Article

These eight charts show how COVID-19 has changed B2B sales forever

– New analysis makes it clear: For B2B sales, digital is the wave of the future.
Article

The domino effect: How sales leaders are reinventing go-to-market in the next normal

– Top sales innovators are embedding data and technology throughout their organizations to reimagine sales. Here’s how they... do it.

Special collections

Collection

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.

MORE INSIGHTS

Article - Updated with September data

Consumer sentiment and behavior continue to reflect the uncertainty of the COVID-19 crisis

– As consumers around the globe adjust to the next normal, there is significant variance in consumer sentiment and behaviors across... countries.
Podcast

The path forward for the US retail industry

– What will it take for US retailers to succeed post-COVID-19? Three McKinsey partners offer their views.
Article

Derisking corporate business launches: Five steps to overcome the most common pitfalls

– Launching new businesses is inherently risky. Successful launches are marked by how well companies connect with their customers.
Article

US consumer-packaged-goods advertising in the next normal

– The recovery in the United States will be nonlinear and granular. Three marketing capabilities will separate leaders from the... pack.
Article

How European marketing-and-sales leaders handle COVID-19’s effects

– To mitigate the financial impacts of the pandemic, executives focus on consumer needs and reorganizing their businesses for the... next normal.
Article

Consumers with food allergies: A growing market remains underserved

– A quarter of Americans now avoid allergens in the food they buy—and tell us they are hungry for innovation.
Survey

How consumers’ behavior in car buying and mobility is changing amid COVID-19

– A freeze in mobility was one of the most visible signs of the COVID-19 pandemic. Now that economies are opening up again, how... are mobility behavior and car sales changing?
Article

Building and sustaining value in advanced industries through analytics-enabled pricing

– Companies that adopt an analytics-driven approach to pricing are more likely to thrive than companies that maintain the status... quo.
Interview - Learn to Leap #10

From new business to unicorn: Scaling a new corporate business

– Quick pivots and a clear focus helped About You become the first $1 billion start-up business in Hamburg.
Article

The big boost: How incumbents successfully scale their new businesses

– Corporations can help their new ventures scale up if they avoid these six actions that can undermine success.
Interview - Learn to Leap #9

Using built-in advantages and innovation to scale

– A commitment to partners, flexibility, and a good relationship with Bosch, the parent company, enabled scale to happen quickly... for S&ST.
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