Steve Shu Consulting

JUNE 15, 2011

Storytelling and Executive Analysis Skills – At least two core frames of thinking come to mind, when I think about this subject. questions all along the way in an analysis presentation. Here is a post on facilitation skills that I wrote before [link]. The second key frame is driving towards answering “So What?”

Consulting 337

Consulting Development Analysis Leadership 337

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 130

Sales B2B Tools Software 130

Harvard Business

JANUARY 12, 2023

Takeaways from an analysis of millions of consumer data points.

Analysis 252

Analysis Data Sales Marketing 252

Markovitz Consulting

DECEMBER 1, 2020

According to BCG’s analysis , productivity at companies that have shifted to remote work has increased between 15% and 40%. The sales, marketing, product, and customer service teams were stuck at the 11th hour (well, the 12th hour, actually) adjusting for the CEO’s violation of structure.

Boston Consulting Group 259

Boston Consulting Group Meeting Travel Productivity 259

Steve Shu Consulting

JUNE 20, 2012

The other aspect of the audition may be to have the candidate assist with proposal development and lead an aspect of a customer sales pitch meeting. For example, suppose one internal group wants a sales organization to follow a certain process to control focus and quality of customer messaging.

Management 225

Management Consulting Groups Development 225

Harvard Business

JUNE 7, 2018

It traced much of the cause to a mismatch between its sales incentives and pricing strategy. The manufacturer was compensating sales representatives based solely on how much revenue they generated. invest in ongoing development of capabilities among the sales and pricing teams through training and tools.

B2B 135

B2B Survey Company Sales 135

Epicflow

OCTOBER 9, 2024

If we are undertaking the project scope because of the value (contract price, sales revenue, market visibility, productivity improvement, mortality reduction, etc.) If we are undertaking the project scope because of the value (contract price, sales revenue, market visibility, productivity improvement, mortality reduction, etc.)

Resources 130

Resources Metrics Data Cash Flow 130

Harvard Business

NOVEMBER 1, 2018

FAM can also point out which data attributes have the biggest error rates, suggesting where improvements can be made, using root cause analysis, described next. The third skill is conducting a root cause analysis (RCA) and its pre-requisite, understanding the distinction between correlation and causation.

Data 132

Data Analysis Sales Exercises 132

Harvard Business

OCTOBER 19, 2023

But research that involved an analysis of quirky products sold by some 7,000 craft entrepreneurs on Etsy suggests that effective storytelling that helps people relate to such offerings can turn them into successes. Selling original or quirky products is often an uphill battle. This article shares three storytelling techniques that work.

Productivity 197

Productivity Analysis Research Sales 197

Harvard Business

NOVEMBER 16, 2018

Yet despite these high stakes, and the growing adoption of sophisticated analytics, many retailers continue to take a broad-brush approach to running promotions that results in missed sales and profits. What they lack, more often than not, is a logical way to structure their promotional effectiveness analysis.

Retail 127

Retail Apparel Sales Fashion 127

Harvard Business

MARCH 14, 2023

Takeaways from an analysis of the American Customer Satisfaction Index.

Analysis 183

Analysis Advertising Research Media 183

Management Consulted

NOVEMBER 20, 2013

You are measuring the existing market of an item in total units or totals sales ($) – it’s important to clarify up front which one it is. If you look at it through the lens of profitability, would it be by increasing prices or volumes (market study would be the second level of analysis)? in one year? Want more help?

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Harvard Business

FEBRUARY 18, 2025

An analysis of over 110,000 online reviews shows that persuasiveness depends on how frequently the item in question is likely to be purchased.

Research 166

Research Analysis Sales Marketing 166

Harvard Business

DECEMBER 20, 2018

Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. CRMs today also serve a lot of masters, from executives in the C-suite, technology, marketing, finance, and, oh yeah, sales. And the sales team — well, they mostly hated it.

Sales 132

Sales How To Metrics Tools 132

Harvard Business

SEPTEMBER 19, 2022

Takeaways from an analysis of more than 20,000 job listings.

Analysis 174

Analysis Recruiting Recruitment Sales 174

Steve Shu Consulting

MAY 18, 2017

I brought a little rigor to the analysis, and I worked with the manager to break down scenarios and workflows and applying Little’s Law (i.e., A key was that I helped to facilitate the strategy and analysis process, not completely do the work on my own. It was an issue caused by and owned at a broader level. I was done.

Consulting 150

Consulting Analysis Operations Management 150

Consulting Success

JANUARY 22, 2018

The first reason is that you’re not having a deep and meaningful consulting sales conversation. It all comes back to, you have to, you must, do a very good job of having a meaningful consulting sales conversation with them, because without that, nothing else really matters. Its just, “Oh okay, yeah. .”

Consulting 235

Consulting Sales Methodologies Analysis 235

Harvard Business

FEBRUARY 23, 2021

Don’t worry about strengths and weaknesses until you’ve identified opportunities and threats.

Analysis 91

Analysis Sales Marketing Strategy 91

LSA Global

JULY 15, 2024

How to Deliver Better Sales Training We know from sales assessment data that far too many sales teams lack the proper business sales training , sales coaching, and sales support to consistently meet or exceed their sales targets. Most organizations need higher sales rep.

Training 56

Training Training Sales Culture 56

Tom Spencer

JUNE 9, 2023

As a result, businesses are able to provide recommendations that simultaneously enhance customer satisfaction and increase sales revenue. Moreover, sentiment analysis techniques can provide businesses with valuable insights based on customer feedback, enabling them to make data-driven improvements.

Data 147

Data Operations Efficiency System 147

Chad Barr

MARCH 19, 2025

AI-Powered Sales & Customer Engagement High-Converting Landing Pages : Craft landing page copy that turns visitors into customers during product launches and promotions. Persuasive Sales Copy : Generate compelling messaging for ads, emails, and website content that connects emotionally and drives action.

Marketing 52

Marketing Tools Sales Engineering 52

Harvard Business

AUGUST 1, 2023

The authors look at five post-pandemic channel strategies gleaned from The CMO Survey and offer analysis on how marketers can operationalize these trends. But with limited customer time and attention, marketers must strategically determine in which channels they can have the greatest impact.

Marketing 163

Marketing Trends Survey Analysis 163

Harvard Business

OCTOBER 13, 2017

Many leaders look at profit margin, which measures the total amount by which revenue from sales exceeds costs. You might think of this as the portion of sales that helps to offset fixed costs. Variable costs are those expenses that vary with the quantity of product you produce, such as direct materials or sales commissions.

How To 134

How To Boston Consulting Group Sales Productivity 134

Consulting Matters

SEPTEMBER 30, 2020

Basically, this is where the lifeblood of your business is because these are where sales happen. Certainly, look into all the different options as you’re doing your cost analysis and as you’re doing your tech and ease analysis. Landing pages and sales funnel. You want to continue to connect with them.

Consulting 296

Consulting How To Insurance Insurance 296

Harvard Business

OCTOBER 17, 2018

The same goes for managers who often rely on social-sentiment analysis to get a handle on what consumers think of their brands. Social-sentiment analysis is the process of algorithmically analyzing social posts, comments, and behaviors and categorizing them into positive, negative, or neutral. We were wrong. Drill into specifics.

Analysis 122

Analysis Advertising Media Study 122

Harvard Business

OCTOBER 4, 2018

For one company, an analysis of over a thousand email interactions with customers found that switching to first person singular pronouns could lead to a potential sales increase of over 7%. Instead, automated text analysis revealed that customers wanted employees to linguistically “take charge” of the conversation.

Analysis 132

Analysis Retail Research Airlines 132

Tom Spencer

JUNE 13, 2020

In this article we will focus on three customer segmentation methods that use statistical techniques: cluster analysis (K-Means), cluster analysis (Latent Class Analysis), and Tree analysis (CHAID). Cluster Analysis (K-Means). Cluster Analysis (Latent Class Analysis). Tree Analysis (CHAID).

Analysis 113

Analysis Data Tools Marketing 113

Harvard Business

NOVEMBER 12, 2018

Product marketing: For this, the CMO pulls all of the analysis and insights from all of the customer-facing resources of the organization to support and co-design specific solutions with the product organization. Sales support: This has sometimes not been the purview of the CMO at all, but has been taken up and led by the sales team alone.

How To 128

How To Sales Marketing Productivity 128

Clarity Consultants

SEPTEMBER 30, 2024

Business Performance Metrics : Linking training outcomes to key business performance indicators, such as sales figures, customer satisfaction scores, and productivity levels, can provide a clear picture of the training’s impact on the organization.

ROI 147

ROI Training Training Metrics 147

Markovitz Consulting

MAY 1, 2019

The authors state that companies adopting business process reengineering are so focused on the future state that they ignore a thorough analysis of the current state. What kind of current state analysis only has interviews with no observational data? I hardly know what to say about this argument. How do you define “too much time”?

Software 124

Software Chemicals Analysis Process Analysis 124

Effective Managers

MARCH 31, 2023

The most common usage of those words in that order are replicated based on the analysis of the data in which the AI draws. For example, the sales manager of a sales team leaves the organization. That best salesperson doing level 1 sales may have been ideally suited to following the sales procedures.

Ethics 148

Ethics Training Training Data 148

Harvard Business

MAY 30, 2018

For example, while it is true that search advertising can be correlated with purchase because customers are in a motivated state to buy, it does not follow that ads caused sales. For example, a request to assess how marketing promotions affect sales should also account for the effect of promotions on brand equity.

Marketing 132

Marketing Data Advertising Talent 132

Tom Spencer

NOVEMBER 14, 2020

We relied on marketing professors to learn current market analysis techniques and tools, online retail platforms for data, and customer surveys to generate a majority of our insights. With a team of five, we delved into 3+ years of sales data and operational costs to create an effective final presentation.

Consulting 142

Consulting Recruiting Recruitment Sales 142

Harvard Business

FEBRUARY 28, 2018

My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company. When I joined the company, my branch sales manager — someone I considered a field office general — was black, as were many of my instructors. How are blacks faring in promotions?

Metrics 116

Metrics Analysis Data Benchmarking 116

Harvard Business

AUGUST 8, 2018

The worker must also possess robotics and controls engineering skills, according to our analysis of Tesla’s recent recruiting efforts. Our analysis has uncovered that entirely new categories of jobs are being created. Sponsored by SAS. How companies are using artificial intelligence in their business operations.

Engineering 129

Engineering Training Training Analysis 129

Tom Spencer

MAY 13, 2022

However, where the BI analyst really adds value is in the quality of the analysis. This sort of analysis can help a company streamline logistics by accurately forecasting future demand and ensuring that the company orders, stores, and ships the top products for each store. units of the product was sold per day. Final Thoughts.

Balance Sheet 88

Balance Sheet Retail Sales Productivity 88