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videoVideo: Managing B2B sales performance
McKinsey director Maryanne Hancock details how companies can maintain effective accountability of sales reps and manage performance across markets. more
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slideshowPresentation: The cloud, technology, and innovation
Companies need to think about “cloud” technology as a source of innovation and disruptive business models. more
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videoVideo: Building a “Digital Factory” culture
BARCELONA - Patrick Hoffstetter, chief digital officer of Renault, describes the challenges of building a “Digital Factory” at Renault. more
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Infographic: Are you ready for the digital revolution?
The new customer decision journey has broad implications that ripple through every organization. more
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videoVideo: Data analytics: Three key challenges
Companies must decide which data to use, how to handle analytics, and then how to use the resulting insights to transform their operations. more
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videoVideo: Knowing what you want from Big Data
Too few organizations systematically develop and test the business case for implementing a large-scale data transformation. more
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videoVideo: Three lessons of successful digital marketing
Robert Tas, managing director and head of digital marketing at JP Morgan Chase, describes what the keys to success are. more
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articleHow Maersk Line made a splash in social media
Jonathan Wichmann, head of social media for the container shipping company, Maersk Line, spoke with us about how he built up a social-friendly culture that the company values. more
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videoVideo: Making data analytics work: Building a data-driven organization
Getting the most out of Big Data requires organizational design, people and processes. more
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videoVideo: Centralize social media monitoring, decentralize the benefits
Companies need to consider centralizing skill sets to monitor social media across the organization. more
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videoVideo: Building an organization around the customer
BARCELONA – Alceo Rapagna, chief digital officer of RCS MediaGroup, describes how his organization is incorporating the consumer decision journey into the way it makes decisions. more
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articleFollow the customer decision journey if you want B2B sales to grow
B2B organizations must focus on the people and moments that matter so that marketing spend turns into real sales. more
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articleHelp your B2B salespeople improve their social media skills
As companies rely more on social-collaboration tools, some of the biggest productivity gainers are going to be salespeople. more
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articleMarketing learns to speak the C-suite’s language
Jonathan Gordon, a McKinsey partner, talks about the future of marketing with Brian Solis, principal analyst at Altimeter Group. more
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articleNo need to wait for Big Data’s “promised land”
Start creating action plans for producing hundreds of models that generate revenue quickly. more
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articleAdvanced analytics for better decisions
Matthew Jauchius, CMO, Nationwide Insurance, discusses what it takes to build an organization that can use advanced analytics to make better decisions and deliver value. more
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articleFour ways to market like a startup
Large companies need to get comfortable with moving fast, making mistakes, and adapting in real-time – just like a startup. more
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articleThe case for crafting a Big Data plan
By assembling the building blocks of data, analytical models, tools, and people, companies can formulate an integrated big data plan. more
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articleThe big change: Building Big Data and social DNA
Dion Hinchcliffe, Chief Strategy Officer for the Dachis Group, argues that companies that want to make the most of Big Data and social media have to make significant — and sometimes painful — changes. more
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articleCore marketing capabilities for the road ahead
Insurers will need to develop a far more sophisticated view of the segments of insurance shoppers. more
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articleEngaging boards on the future of marketing
At many companies, the whole organization is becoming more responsible for customer engagement. A few are extending this thinking to the boardroom. more
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videoVideo: The value of big data and advanced analytics
Advanced analytics helped increase demand generation at lower cost, explains Matt Jauchius, CMO of insurance company Nationwide. more
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videoVideo: Connecting marketing to the organization
Matt Jauchius, CMO of insurance company Nationwide, describes how he used advanced analytics to help relationships with three groups within the organization: IT, finance, and business unit leaders. more
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videoVideo: Speed and agility – the new requirements of marketing
For decision making to be fast, Matt Jauchius, CMO of insurance company Nationwide, explains how a set of capabilities needs to be centralized while still empowering edge units that interact with customers. more
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articleBig Data: Stand and deliver in 2013
The “weight of responsibility” will shift from the data to the organization so that it can be agile and responsive enough to make those minute-by-minute adjustments and decisions. more
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articleWhat CMOs think about the economy
The results from the CMO Survey are in, but what does it mean for the marketplace? more
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article“Operations” becomes a key word in marketers vocabulary
Putting the right capabilities in place will not only help brands develop the right interaction strategies; it will give them a broader range of options that they can execute. more
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videoVideo: Advanced analytics’ biggest issue: Talent
The CMO today needs to integrate the advanced analytics mindset into the marketing organization. more
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articleTurn customer care into “Social Care” to break away from the competition
Social care is about more than saving money; it’s about providing a better customer experience. more
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articleMajor bank, major digital transformation
BARCELONA – Robert Tas, managing director and head of digital marketing at JP Morgan Chase, and David Edelman, McKinsey partner, show why and how marketers have to be more systematic and disciplined about extracting value from every stage of the customer decision journey. more
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Prediction for 2013: “Operations” becomes a key word in marketer’s vocabulary
STANFORD - Underlying the progress around social media, advanced analytics, and mobile, marketers still are grappling with processes and management. more
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articlePresentation: Strategic reputation management in a digital world
STANFORD - McKinsey’s Betsy Holden explains how companies should actively manage their social media to bolster their reputation. more
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articleTarget: Going Deep on Engagement
Target CMO, Jeff Jones, explains what it takes to build a meaningful multichannel experience for their customers. more
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articleThe Marketing Organization Of The Future
With radical forces reshaping the nature of marketing, it is up to organizations to adapt. more
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articleHow ‘social intelligence’ can guide decisions
By offering decision makers rich real-time data, social media is giving some companies fresh strategic insight. more
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videoVideo: The key to Big Data is keeping it simple
Reducing the complexity of big data to simple guidelines can help sales leaders drive growth. more
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videoVideo: The sales science behind Big Data
For sales leaders who can figure it out, Big Data can drive massive growth. more
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articleSimplify Big Data – or it’ll be useless for sales
3 lessons to make Big Data help sales reps rather than making their lives harder more
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videoVideo: Being a courageous sales leader
Sales leaders can boost growth by having the courage to make change happen. more
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videoVideo: Sales management at heart of business growth
The “art of the sale” lies in five proven strategies more
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articleFive new responsibilities for marketing
As touch points with customers grow, so too does the list of marketing's responsibilities more
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article, McKinsey QuarterlyFive “no regrets” moves for superior customer engagement
Customers are demanding very different kinds of relationships with companies. Here are some ways to jump-start customer engagement across your organization. more
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videoVideo: Data: Building sales talent for data analytics
Analytics has to be a core capability of sales teams. more
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videoVideo: Sales needs to work with marketing to find growth
Sales and marketing need to overcome traditional rivalries to find growth. more
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videoVideo: Sales growth is everywhere: Tapping micromarkets
Sales leaders need to go beyond broad data and report to find pockets of growth at the granular level. more
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videoVideo: Training talent in emerging markets
Sales coaching is vital to sustaining growth in emerging markets more
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videoVideo: Investing in sales partners on the ground
Finding the right partners is critical to performing well in an emerging market more
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videoVideo: How one company expanded into an emerging market
Sales leaders need to win on a local level. more
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articleSelling into micromarkets
Micromarket strategy has emerged as the most potent new application of big-data analytics in B2B sales. more
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videoVideo: Three steps for breaking into emerging markets
Discovering what makes a market “tick” means getting on the ground. more
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videoVideo: Investing in trends – sales leaders’ secrets
Having confidence in an investment takes not only courage, but also a system of calculations to deliver positive returns. more
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videoVideo: How sales leaders prioritize trends
Sales leaders deliberately allocate a portion of resources to focusing on trends. more
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videoVideo: The power of sales coaching to drive growth
Front line managers are key in driving change in the performance of sales representatives. more
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videoVideo: Sales leaders find business growth in trends
Successful sales leaders can consistently spot and profit from long-term trends makes. more
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videoVideo: How sales leaders find growth
Spotting opportunities in different markets can drive both top and bottom line growth. more
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articleThree lessons for today’s Chief Marketing &
Sales officersCompanies can forge deep relationships with customers thanks to social media - as long as it's at “click speed.” more
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slideshowPresentation: Driving growth in B2B through digital
B2B customers are moving to digital in overwhelming numbers; companies need to keep up. more
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videoVideo: Winning over the customer
The new era of banking requires extensive training at the local branch level. more
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videoVideo: “Customer-centric” banking in four steps
Banks need to simplify their processes to connect with customers and drive topline growth more
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videoVideo: Bank profits in becoming customer-centric?
A customer-centric initiative can lead to top line growth and a reduced attrition rate. more
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articleInfographic: Are you ready for the digital revolution?
Understand your customers, harness big data, master multichannel delivery, and transform your organization. see infographic on pinterest
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article, videoVideo: the #1 challenge marketers face
David Edelman, McKinsey partner, discusses how CMOs and marketers need to work much more closely with leaders across the C-suite to develop an agile organization for the digital age. more
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videoVideo: The Number One challenge marketers face
CMOs need to be better connected with the CEO and the rest of the C-suite more
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videoVideo: Challenges of creating a great customer experience
For a consistent customer experience across all touchpoints, companies need make significant operational changes. more
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articleSales Growth: Five Proven Strategies from the World’s Sales Leaders
Our book focuses on what’s on every leader’s agenda in today's turbulent business climate: growth. more
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videoVideo: Digital and social are the world’s greatest enablers
Social media provides critical reach and an important mechanism for harnessing brand advocates more
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videoVideo: The metrics that matter
Companies need to focus on those metrics that reflect value. more
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videoVideo: Social media must be a part of everything you do
Companies need to create different and more flexible structures to build social into their organization. more
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article
The central question for CMOs
Marketers need to reject the centralize v. decentralize debate, and realize that the answer is “both” more
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articleMobile money: Getting to scale in emerging markets
Financial services using mobile phones can fill a needed gap if providers can overcome initial hurdles. more
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article
B2B Marketers: It’s time to become a growth engine
For B2B companies to grow, their marketing organizations need to grow up. more
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articleKen Wach, Intuit: Connecting across a house of brands
In this interview, Ken Wach, the VP of Marketing for Intuit’s Small Business Unit, discusses how a decentralized organization manages the challenges of big data, social media, and relationships with IT. more
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article
Building your customer engagement ecosystem
Form a deeper relationship with your customers by creating an engagement ecosystem that reaches beyond your marketing team. more
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articleThe war for digital talent is already here
Companies need new positions for “digital talent” to run your marketing. more
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articleLearn from the best
Companies that want to succeed need to plan 10 quarters ahead, sell the way their customers want, find growth opportunities in data, and build up their people. more
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videoVideo: Trends in customer behavior
Organizations are evolving quickly to keep up with the power shift to customers. more
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video
Video: The changing nature of agency-client relationships
Companies need to figure out which partners and agencies they need to work with to find talent and growth. more
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videoVideo: Digital challenges for B2B and B2C companies
All companies need to re-evaluate their digital strategy to adapt to new customer behaviors. more
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videoVideo: CMOs have to manage complexity
Without a specific plan to engage with customers, CMOs are in danger of drowning in complexity. more
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videoVideo: CMO and IT
CMOs need to pay close attention to analytics, which means they need to work closely with CIOs. more
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videoVideo: Focusing on customer experience
Companies need to organize themselves around the customer if they want to master customer experience. more
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videoVideo: Engaging with the customer
Businesses shouldn’t be exclusively dependent on a decentralized or centralized marketing strategy. more
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videoVideo: CMOs can build better organizations
Marketing needs to actively network with the rest of the organization. more
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videoVideo: Better CMO decisions require better metrics
Organizing a clear system of data collection and analysis can help understand where their spend is effective, and where it isn’t. more
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videoVideo: How to make better decisions
Marketing cannot succeed in a multichannel organization without active collaboration with other functions. more
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videoVideo: Determining marketing priorities
Marketing leaders need to work with the CEO to develop a consistent and effective customer experience. more
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articleWhat marketers say about working online: McKinsey Global Survey results
Marketers agree that digital tools and technologies are valuable, though many of their companies struggle to measure the financial impact and capture customer data. more
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articleKellogg Marketing Executive Event – Growth in Digital
McKinsey principals Mary Ellen Coe and Paul Magill co-presented at the recent Kellogg Marketing Leadership Summit, an event for leading CMOs. more
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articleHow technologies are extending the organization
Our fifth annual survey on the way organizations use social tools and technologies finds that they continue to seep into many organizations, transforming business processes and raising performance. more
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articleFreeing up the sales force for selling
Most sales reps spend less than half of their time actually selling. Here’s how companies can reshape sales operations to allow them to focus on their real job. more on the McKinsey Quarterly site
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articleUsing your sales force to jump-start growth
There’s a reason it’s called a sales force. Here are four innovative ways companies can use their sales reps to drive growth. more on the McKinsey Quarterly site
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articleFour ways to get more from digital marketing
Companies that make the deep strategic, organizational, and operational shifts required can accelerate revenue growth. more on the McKinsey Quarterly site
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articleWe’re all marketers now
Engaging customers today requires commitment from the entire company—and a redefined marketing organization. more
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articleInside P&G’s digital revolution
CEO Robert McDonald wants to make the consumer goods giant the world’s most technologically enabled company. Here’s how. more
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article
Who’s your brand’s editor-in-chief?
If you're a retailer and you're not generating a non-stop flow of customized, interactive content, the writing's on the wall: Publish or perish. more
