Remove 2005 Remove Productivity Remove Sales
article thumbnail

Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales 132
article thumbnail

The Goldilocks Theory of Product Success

Harvard Business

When the company started in 2005, so-called “Greek” yogurt made up only a tiny sliver of the yogurt market—less than one-quarter of one percent. Now it accounts for more than 50% of sales, with Chobani claiming at least half of that pie. So they used design, rather than the product itself, to create differentiation.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

The Best Companies Aren’t Afraid to Replace Their Most Profitable Products

Harvard Business

Self-cannibalization occurs when a company chooses to proactively replace one product or process with another that is potentially worth less. Forward-looking incumbents recognize the need to cannibalize their own products, rather than leaving it to other startups, who are more than happy to take on the challenge.

article thumbnail

Back to the Basics in Leadership and Life with former EVP of Operations for the Walt Disney World Resort Lee Cockerell

Consulting Matters

Lee has served as Chairman of the Board of Heart of Florida United Way, the Board of Trustees for The Culinary Institute of America (CIA), the board of the Production and Operations Management Society and the board of Reptilia a Canadian attractions and entertainment company.

article thumbnail

IBM Consulting Interviews: Navigating the IBM GBS Maze

Management Consulted

Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. Marketing Sales & Service. Consumer Products. Howe created the IBM Consulting Group in 1992.

IBM GBS 203
article thumbnail

Business Book Review: Boston Consulting Group On Strategy

Management Consulted

Boston Consulting Group on Strategy is a compilation of 82 valuable articles called Perspectives, 4 Harvard-reviewed business articles and 8 other articles written by various members of The Boston Consulting group between 1968 to 2005. You get to see what would happen if you could churn up new products 3X faster than your competitors.

article thumbnail

Capgemini Consulting Interviews – Tech, Business or Both?

Management Consulted

Despite a 40-year season of glory, Capgemini sold its North American healthcare consulting program in 2005 to Accenture , one of its main competitors. Consumer Products and Retail Automotive (OEM) Energy, Utilities & Chemicals Financial Services Life Sciences Manufacturing Public Sector Telecommunication, Media and Entertainment.

Capgemini 192