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ALL INSIGHTS

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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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The B2B digital inflection point: How sales have changed during COVID-19

– COVID-19 is changing how B2B buyers and sellers interact. Savvy sales leaders are learning how to adapt to the next normal.
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The five lessons B2B sales leaders should learn to make analytics work

– Data-driven growth comes from much more than just being good at data.
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The innovations behind China’s Singles Day shopping phenomenon

– Live video streaming and young consumers in smaller cities are powering growth of the world’s largest online shopping event.
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What’s wrong with solutions selling—and how to put it right

– If you want to grow your business, improve your commercial capabilities.
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The 2019 holiday season: Shoppers are ready to spend but retailers need to personalize

– Our annual survey, expanded this year to encompass more of the holiday shopping season, uncovers emerging trends in consumer shopping... behavior, suggesting what retailers can do to better prepare.
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Pricing: Distributors’ most powerful value-creation lever

– With new digital capabilities, distributors are finding that pricing can do more than traditional margin-expansion methods to... create new value.
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