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Marketing & Sales Insights

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

Meet the next-normal consumer

– Consumer behavior has changed radically in response to the COVID-19 lockdown. Understanding which changes are likely to stick... will help companies plan for the recovery.
Interview

Customer loyalty: The new generation

– Changes in consumer behavior due to the surge in digital mean companies need to revamp their loyalty programs. Here are the essentials... for success.
Article

Retail Reimagined

– Everybody needs to rethink both digital and in-store sales. To help retailers prioritize these efforts, we compiled this... research both prior to and during the shutdowns, looking at what changed and what trends will likely stick in the next two months.
Article

The great consumer shift: Ten charts that show how US shopping behavior is changing

– Our research indicates what consumers will continue to value as the coronavirus crisis evolves.

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

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.
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.
Article

Australia’s next normal: The cautious consumer

– COVID-19 has elicited a clear worry among many Australians about their household “wallets,” and this concern is having... an impact on overall sentiment and behaviour.
Article

For corporate travel, a long recovery ahead

– Business travel is critical to many travel providers but will take a long time to return to previous levels after the COVID-19... pandemic. Here’s what the players that depend on it need to know.
Article

Rules of engagement: Winning with the basics in digital telecommunications

– Online sales and service are key measures of successful digital transformations. But most telecom operators aren’t implementing... the fundamentals that drive customers online and keep them there.
Interview - Learn to Leap #8

Scaling a start-up: Launching innovative products in international markets

– Expanding internationally is a major step in the life of a start-up, one involving a number of important considerations. Here’s... how Impossible Foods is tackling the challenge.
Article

What consumer-goods sales leaders must do to emerge stronger from the pandemic

– The COVID-19 crisis has transformed how people shop and how retailers sell. In response, consumer-goods manufacturers and retailers... must build new capabilities and change how they operate.
Article

Esports and the next frontier of brand sponsorships

– Data from Germany and Western Europe indicates that sponsorship of esports can open a valuable marketing channel for brands that... know how to use it.
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