ALL INSIGHTS

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By the numbers: What drives sales-growth outperformance

– New data reveals that outperformers are ahead of the pack where it matters in insights, agility, talent, and tech.
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The data gambit: How large B2B companies can outmaneuver start-ups

– Incumbents often overlook the value of their most significant asset: their own data.
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The second COVID-19 lockdown in Europe: Implications for automotive retail

– As COVID-19 continues to spread, new shutdown measures in Europe could create additional complications for automotive retailers.
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Think fast: How to accelerate e-commerce growth

– The most critical tools in successful e-commerce expansion are customer-centricity and a test-and-learn mindset.
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How data analytics helps sales reps win more deals

– Quantifying the actions that differentiate top sales reps from the less productive can help managers identify skills that need... upgrading.
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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.
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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.
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How B2B sales have changed during COVID-19

– New digital behaviors are becoming the next normal.
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Pricing through the pandemic: Getting ready for recovery

– Building new pricing discipline, flexibility, and capabilities now can create long-term competitive advantages.
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Five actions to boost your sales organization’s resilience

– Efforts to squeeze out additional sales could be more profitably invested in the sales force. Here’s how to raise morale,... build capabilities, and position your team for recovery.
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Sales automation: The key to boosting revenue and reducing costs

– Automation tailored to sales operations is a win for companies, customers, and sales reps. Here’s how to make it work.
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