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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.

Customer experience

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Customer Experience

More insight into creating competitive advantage by putting customers first and managing their journeys.

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MORE INSIGHTS

Report

Black Friday report 2017: Consumer sentiment is riding high

– This report provides a detailed snapshot of consumer shopping intentions and potential behaviors for Black Friday.
Interview

Growth transformation: Delivering on a diversified set of e-commerce growth strategies

– Successful marketers shift strategies and roles to develop the technology, capabilities, and mind-set for growth.
Article

Global customer and channel management: What the best CPG companies do

– To excel in customer and channel management, consumer-goods companies must emphasize different capabilities in different markets.... Which ones matter most, and where?
Article

What shoppers really want from personalized marketing

– What customers want and what businesses think they want are often two different things. Here’s what customers are looking... for.
Interview - McKinsey Quarterly

Safe enough to try: An interview with Zappos CEO Tony Hsieh

– Organizations are more likely to innovate and thrive when they unleash the potential of individuals and the power of self-organizing... teams, says the online retailer’s CEO.
Article

How to make sure your next product or service launch drives growth

– Fifty percent of launches don’t hit their targets. Launch champions follow these four rules.
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?
Podcast

Setting an agenda for organic growth in the digital age

– Business leaders can focus on three mind-sets to drive growth in their companies and sustain that growth for the long term.
Podcast

Discussions in digital: Moving B2B companies into the digital world

– Digital has changed how B2B leaders meet customer demands, but not in all the expected ways.
Article

Savvy and sophisticated: Meet China’s evolving car buyers

– Our 2017 survey of Chinese auto consumers shows they’re demanding more from carmakers. How can companies keep up with shifts in... this must-win market?
Interview

The Customer Growth Indicator: How to win the battle for initial consumer consideration

– New research reveals how businesses can attract customers when it counts most: at the beginning of their decision journey.
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.
Survey

Mastering three strategies of organic growth

– Organic growth is key to companies’ futures. According to survey results, the best firms follow more than one path to achieve... it and also are better at developing the right capabilities to support it.
Report

Chinese luxury consumers: More global, more demanding, still spending

– Even as growth slows, there’s a sizable, and sophisticated, pool of luxury shoppers in China. But brands need to take a... new approach to keep them interested.
Article

Building a marketing organization that drives growth today

– Technologies and customer expectations have changed faster than marketing organizations. Here’s how to fix that.
Article - McKinsey Quarterly

The roots of organic growth

– There are many paths to growth, and high performers take more than one—supported by reinforcing capabilities such as advanced... analytics and digital customer-experience management.