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2020 Top picks: Our most popular articles
Special Collection

2020 Top picks: Our most popular articles

With vaccines being distributed, we can start to imagine a world after the pandemic. While many behaviors will return, new ones will continue to emerge—consumers’ expectations will continue to increase, customer experiences will become even more of a business imperative, and how companies sell will take on yet another new meaning.

The new face of consumers

Article - Updated with September data

Consumer sentiment and behavior continue to reflect the uncertainty of the COVID-19 crisis
– As consumers around the globe adjust to the next normal, there is significant variance in consumer sentiment and behaviors across... countries.
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These eight charts show how COVID-19 has changed B2B sales forever
– New analysis makes it clear: For B2B sales, digital is the wave of the future.

How to win the recovery

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Rapid Revenue Recovery: A road map for post-COVID-19 growth
– Speed, agility, and a new understanding of customer values are the keys to navigating the next normal.
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The domino effect: How sales leaders are reinventing go-to-market in the next normal
– Top sales innovators are embedding data and technology throughout their organizations to reimagine sales. Here’s how they... do it.
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Adapting customer experience in the time of coronavirus
– Care, creative thinking, and new tools can address customers’ acute needs today and forge stronger ties in the post-COVID-19 era.
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Think fast: How to accelerate e-commerce growth
– The most critical tools in successful e-commerce expansion are customer-centricity and a test-and-learn mindset.
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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.

Reimagining the future

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Leading with purpose: How marketing and sales leaders can shape the next normal
– Chief marketing and sales officers have a defining role to play in navigating the current crisis—and in steering their companies’... success in the world that emerges from it.
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Modern marketing: What it is, what it isn’t, and how to do it
– To drive growth in the digital age, marketing needs to modernize a specific set of capabilities and mindsets.
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Reimagining marketing in the next normal
– COVID-19 is changing consumer behavior in at least six important ways. Here’s how marketing leaders can adapt.
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Retail Reimagined
– Everybody needs to rethink both digital and in-store sales. To help retailers prioritize these efforts, we compiled this... research both prior to and during the shutdowns, looking at what changed and what trends will likely stick in the next two months.

Marketing & Sales Leaders

Senior Partner | São Paulo

Bruno Furtado

Senior Partner | San Francisco

Brian Gregg
Partner | Johannesburg

Damian Hattingh
Senior Partner | Paris

Eric Hazan
Senior Partner | Seoul

Aimee Kim

Senior Partner | Düsseldorf

Jesko Perrey
Senior Partner, Cleveland

Brian Ruwadi

Senior Partner | Cologne

Dennis Spillecke