Marketing & Sales Insights

Article

Starting the analytics journey: Where you can find sales growth right now

– By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future.

Customer experience

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Customer Experience

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Article

How absolute zero (-based budgeting) can heat up growth

– Businesses can’t just cut their way to prosperity. The surprisingly powerful tool to help an organization grow? Zero-based... budgeting.
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.
Podcast

Driving business growth by zeroing in on the consumer decision journey

– A big part of driving marketing-led growth is getting into, and remaining part of, consumers’ initial consideration set... of brands to shop. Companies can give themselves a leg up by making that a priority.
Article

Cashing in on the US experience economy

– The time may be right for private equity to reach for experiences.
Interview

Getting personalization to work for your company and your customers

– Personalization may seem complex, but the best companies know how to use it to drive growth quickly.
Article

Subscription myth busters: What it takes to shift to a recurring-revenue model for hardware and software

– The benefits of moving to flexible subscription pricing are closer than they appear, but common misconceptions hold companies... back.
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.
Survey

Fueling growth through data monetization

– A new survey finds that many companies are launching data-focused businesses. But few have achieved significant financial impact,... which requires the right combination of strategy, culture, and organization.
Article

How the mall business can reinvent itself for the digital age

– The digital shopping revolution offers new opportunities to mall operators agile enough to seize them.
Report

Renewed optimism for the fashion industry

– After a challenging stretch, has fashion turned the corner? Things are looking up, but the rebound may be uneven, says this year’s... The State of Fashion report.
Video

The Philippines growth dialogues: Anders Bärlund, Jose Miñana Jr., and Christopher Po

– In the second installment of this series, three business leaders discuss important recent trends in the consumer sector.
Report

Double-clicking on the Chinese consumer

– A rising post-90s generation is emerging as a strong engine of consumption, in one of four important new trends in the Chinese... consumer landscape.
Article

Where stores can still compete—and win

– Even as pressures mount on brick-and-mortar stores, retailers can find growth by focusing on the battlegrounds that are still... up for grabs.
Article

In search of a better stretch target

– Aggressive goals can dramatically improve a company’s performance. But unachievable goals can do more harm than good. Here’s how... to stretch without breaking.
Article

Should CPG manufacturers go direct to consumer—and, if so, how?

– The digital world has given manufacturers new ways to engage consumers, but online direct-to-consumer models are a mixed bag.... Which ones actually work?
Article - McKinsey Quarterly

Putting the right price on customer interactions

– Consumers are willing to pay more for choice in their interactions, yet most companies remain perplexed about which ones their... customers really want—and how much to charge for them.