ALL INSIGHTS

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.
Article

For top sales-force performance, treat your reps like customers

– Companies that excel at sales growth are tightly focused on developing the talent they need by understanding how sales reps really... work.
Podcast

Let’s talk about sales growth

– High-growth companies have differentiated themselves in sales through analytics, big data, and a focus on the changing technology... landscape.
Interview

Inside sales, outsize impact: An interview with Alice Coatalem of Hewlett Packard Enterprise

– “Inside”-sales teams operating remotely are often viewed as local support for higher-profile field-sales forces. But... centralization can turn inside sales into a significant source of revenue growth.
Article - Harvard Business Review blog

Why salespeople need to develop ‘machine intelligence’

– Bots are bringing big changes—and big opportunities—to sales.
Article

The sales secrets of high-growth companies

– The authors of Sales Growth reveal five actions that distinguish sales organizations at fast-growing companies.
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