ALL INSIGHTS

Article

Megadeals: How data and analytics can dramatically boost success

– Megadeals are tricky and so rare that companies think there’s not enough data to be useful. But the data isn’t as... scarce as they think.
Article

Commercial excellence: Your path to growth

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

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.
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

Boosting your sales ROI: How digital and analytics can drive new performance and growth

– Successful sales leaders use four principles to tailor digital and analytical tools to their companies’ unique needs.
Article

What the future science of B2B sales growth looks like

– Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth.
Article

A virtuous cycle for growth: Finding profit after the initial sale

– Advanced analytics can extend the profit life cycle for carmakers who know how to use it.
Article

What enterprise-technology companies must know to drive digital-sales growth

– B2B companies often achieve subpar results from digital-sales initiatives—and tech companies are not immune to this problem. How... can they reverse the trend?
Article - McKinsey Quarterly

When B2B buyers want to go digital—and when they don’t

– New research indicates where to focus digital investments so that they will reap rewards in online and face-to-face channels.
Article - McKinsey Quarterly

Landing the megadeal: Seven keys to closing big sales that make money

– Your salesforce needs help to remain objective, build trust, get the price right, and keep selling until the deal is done.
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