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ALL INSIGHTS

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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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How digital is powering the next wave of growth in key-account management

– New research highlights what the best-performing sales organizations are doing.
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Prime Day and the broad reach of Amazon’s ecosystem

– Amazon’s Prime Day successes go way beyond sales. Retailers can learn from Amazon’s focus on leveraging and building... out its ecosystem.
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The difference between good and bad sales training: A closer look at certification

– Building sales capabilities has to evolve to deliver growth and keep up with evolving needs.
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Cultivating the omnichannel farmer

– Smart agriculture suppliers are giving farmers what every consumer wants: a digital interface for speed and convenience and human... interaction when they need it. Here’s how they’re doing it.
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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.
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Commercial excellence: Your path to growth

– The journey to outperforming your peers begins with a clear-eyed view of what matters most.
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Sales incentives that boost growth

– Not all sales compensation is the same. Structuring incentives using these four building blocks, can improve the bottom line.
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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.
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The 90% success recipe: How digital and analytics can help commercial transformations beat the odds and the market

– Pressure is mounting on CEOs and business leaders to deliver above-market growth. Consistently beating the market over time, however,... requires a top-performing commercial engine underpinned by a new wave of digital and analytics capabilities.
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