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Marketing & Sales Insights

Article

Marketing’s moment is now: The C-suite partnership to deliver on growth

– Is your marketing executive a Unifier, Loner, or Friend? The CMO’s rapport with the C-suite is crucial in establishing marketing’s role as a growth driver.
Article

The commercial response to cost volatility: How to protect margins against inflation and tariffs

– For companies that respond strategically, input-cost increases can be an opportunity to restructure pricing, upgrade sales skills,... and improve account management.
Article

The future of personalization—and how to get ready for it

– Personalization will be the prime driver of marketing success within five years. Here are the capabilities companies need to develop... to stay ahead of the curve.
Article

Meet the missing ingredient in successful sales transformations: Science

– Data and analytics, combined with a personalized approach to performance management, are helping sales execs inculcate best practices... and significantly improve growth.
Podcast

How to unlock marketing-led growth: Data, creativity, and credibility

– Marketing has been on the front lines of the digital revolution, but the landscape has become much more complicated, requiring... a focus on growth, data, and new modes of creativity.

Special collection

Growth leadership

Growth is a new game, requiring new skills and a different brand of leadership. Interviews and insights explore how it's done.

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Special 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.

MORE INSIGHTS

Article

Six governing considerations to modernize marketing

– Legacy structures and operations are keeping companies from taking full advantage of technology.
Interview

The importance of a growth-leadership mindset in capturing growth

– Business leaders need three capabilities to drive growth: mind-set, curiosity, and a willingness to adapt to the client and the... market.
Article - Sloan Management Review

Why personalization matters for consumer privacy

– A recent survey shows that personalized benefits can help address consumer data-privacy concerns.
Interview

The importance of innovation and purpose in capturing growth

– At British telco giffgaff, growth comes from a formula for making the best decisions.
Survey

Debunking four myths of organic growth

– New analysis reveals corporate blind spots when it comes to driving growth.
Article

Dynamic pricing: Using digital and analytics to take value pricing in the chemical industry to the next level

– Rapid, customer-tailored pricing adjustments being made possible by new digital and advanced-analytics capabilities can generate... substantial revenue improvement for chemical companies.
Article

How much is your company worth to its customers?

– Established companies with long histories of performance, increasingly face new competitors with no track record and lower prices.... What’s the value of experience?
Article

A technology blueprint for personalization at scale

– Personalization at scale requires companies to take on the challenges of technology and business in tandem, starting in the C-suite.
Report

The coming shakeout in industrial distribution

– And five keys to outperformance in the years ahead.
Interview

Building a habit of disruption in marketing

– To be successful, creative disruption must be a constant process.
Article

The new way to engage with energy customers: Personalization at scale

– Energy companies struggling with customer churn can borrow lessons from retail and consumer goods to build loyalty and boost sales... through personalization.
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