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articleApplying advanced analytics in consumer companies
Big data and advanced analytics are already helping CPG companies make better and faster decisions in their day-to-day business. 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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videoVideo: To be social, be nimble
Due to social media, expectations are rising for companies to fix issues in closer to real time. more
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articleThe social enterprise
McKinsey partner, Lareina Yee, spoke at DemandCon about the power of social to drive growth in the enterprise. more
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articleUsing “Big Data” to optimize digital marketing
Companies have not yet reaped all the digital marketing benefits of “Big Data” and advanced analytics. 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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articleDriving the top line with technology: An interview with the CIO of Coca-Cola
Ed Steinike is reshaping his CIO role as The Coca-Cola Company accelerates its use of technology innovations in operations, marketing, and sales. more
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articleNew news: Content providers and mobile media consumption
The hottest news story today is the media’s own struggle to reinvent itself online. more
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articleTo win the retail battle, think small in 2013
It’s time to get really granular to find growth. more
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articlePresentation: Transform the way you market at social scale
STANFORD - Salesforce.com's Hilarie Koplow-McAdams, President, Commercial/SMB Business Unit, and Michael Lazerow, Chief Marketing Officer, look at how companies are not just adapting to the social revolution but also thriving. more
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articleHoliday shopping trends: Making a list and checking-in twice
With the holiday season underway, retailers are experimenting with new ways to capture the imagination and attention of consumers. 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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articleRetail 4.0: The future of retail grocery in a digital world
Grocery store consumers are defining the trends that will shape this new generation of sales growth. In response, stores are changing how they do business. more
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articleMaking sense of e-detailing in Japan’s pharmaceutical sector
After much trial and error, pharmaceutical companies might be on the cusp of a promising new electronic sales strategy – and Japan is leading the way. more
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articleGilt Groupe: Using big data, mobile, and social media to reinvent shopping
Gilt Groupe provides instant insider access to today’s top designer labels and has grown to a half billion in sales since its founding. Co-founder Alexis Maybank talks about how they did it more
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videoVideo: 3 ways to optimize digital sales
Sales leaders need to create a customer experience that leads the buyer through the purchase process and beyond. more
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videoVideo: Three steps to close the digital sale
To boost growth, sales leaders need to understand where digital creates value for them and their customers 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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articleThe Social Enterprise: How your customers produce and consume in the social world
B2B customers are becoming more social, and their expectations are changing rapidly. 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: Rebirth of the Salesman
The “old” sales person may no longer be relevant today, but sales leaders are critical in today’s digital and data-heavy environment. more
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articleAct like a local: How to sell in emerging markets
Emerging markets can be fertile ground for enormous sales growth, but each market has its own unique hurdles. 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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videoVideo: Keep Big Data simple for the sales rep
For Big Data to be effective, the insights have to be simple. more
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slideshowPresentation: Big data and micromarkets
Big data analysis can help businesses take the next step into new, untapped markets. more
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videoVideo: Get small to grow big in micromarkets
Opportunities for growth are often nearby if you can look beyond broad averages. 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: How one company expanded into an emerging market
Sales leaders need to win on a local level. more
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slideshowPresentation: Sales Growth – Five proven strategies from the world’s sales leaders
Sales Growth reveals the strategies and models of over 100 reputable sales leaders. 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: 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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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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article
Are your customers becoming digital junkies?
Consumer behavior is shifting rapidly as more people use digital devices and platforms intensively. more on the McKinsey Quarterly site
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article
The art of selling
Reports of the death of the salesman have circulated since the first dotcom boom. But those reports miscast the critical importance sellers have in today's market. more on The Economist site
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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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The basics of business-to-business sales success
B2B customers say they care most about product and price, but what they really want is a great sales experience. For sales reps, that means getting the basics right. more on the McKinsey Quarterly site
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articleThree trends in business-to-business sales
As attention shifts from how to survive to how to thrive, new trends are shaping the B2B universe. more on the McKinsey Quarterly site
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article
Sales Growth: Five Proven Strategies from the World’s Sales Leaders
Through interviews with 110 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth more
