Marketing & Sales Insights

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.
Article

The five things sales-growth winners do to invest in their people

– Highly tailored training and measuring its success feature prominently among the methods top performers use.
Article - McKinsey Quarterly

Choosing the right path to growth

– To boost organic growth, most companies need a diverse set of initiatives—and how you sequence them matters.
Article

Amazon Prime Day: What the real lessons are

– Prime Day has emerged as a mammoth shopping event. But surprising insights are reshaping the retail sector.
Article

From lab to leader: How consumer companies can drive growth at scale with disruptive innovation

– In the era of “fast products” and digital disruption, delivering growth requires putting in place new predictive consumer-growth... capabilities, including innovation, based on speed, agility, and scale.

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Customer Experience

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Article

Who’s shopping where? The power of geospatial analytics in omnichannel retail

– Using advanced geospatial analytics, retailers can now quantify the true economic value of each of their stores across channels—and... they’re uncovering surprising insights.
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 - McKinsey Quarterly

Unleashing the power of small, independent teams

– Small, independent teams are the lifeblood of the agile organization. Top executives can unleash them by driving ambition, removing... red tape, and helping managers adjust to the new norms.
Article - Sloan Management Review

Why customer experience is key for loyalty programs

– Research shows that monetary rewards are not the only drivers of customer-loyalty programs. Experiential rewards provide greater... long-term benefits.
Interview

Driving growth is a relentless daily pursuit

– In this interview, Zocdoc President of Health Systems Kevin Kumler shows what it means to embed growth into the business.
Article

The most perfect union: Unlocking the next wave of growth by unifying creativity and analytics

– Companies that harness creativity and data in tandem have growth rates twice as high as companies that don’t. Here’s... how they do it.
Article

Master the challenges of multichannel pricing

Retail customers may accept different prices on different channels.... But are retailers ready to manage the complexities?
Article

Advanced analytics in software pricing: Enabling sales to price with confidence

– Building advanced analytics such as dynamic deal scoring into the core commercial process helps software sales organizations price... smarter, streamline the approval process, and win more deals.
Article

Marketing’s hidden treasure: Better CPE can unlock millions to fuel growth

– Overlooked and often forgotten, consumer promotions and engagement (CPE) can be a major source of revenues.
Article

The secret to making it in the digital sales world: The human touch

– Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise.
Article

The revival of customer loyalty: How regulated utilities can reshape customer engagement

– With customer expectations rising and new technologies emerging, constant renewal of customer transformations can never be over.
Interview

A proven recipe for organic growth: Deliberate focus on a diversified approach

– An overview of today’s growth ‘ingredients’: Invest, Create, Perform
Article

Building an engine for growth that funds itself

– You don’t have to look far to finance your growth ambitions.
Article

Solving the customer-experience puzzle: A guidebook for government leaders

– It takes focus to transform public-sector agencies to serve a diverse set of customers better. A ready reference—based on... lessons from government leaders—can help.
Article

Truth in advertising: Achieving transparency with media rebates to fuel growth

– Advertisers can build more transparent, partnerlike relationships with their media agencies by taking four steps.
Article

Understanding the customer experience with government

– Government agencies that are unclear on what matters most to their customers risk wasting time and resources on the things that... don’t. Finding out is the first step.
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