Harvard Business

APRIL 25, 2018

The largest producer of rice crackers in Japan, the company had $1 billion in domestic sales and hoped to kickstart growth and globalization plans. Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. However, their planned U.S.

Case Study 72

Case Study Case Studies Study Company 72

Harvard Business

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. In Nicolas’s case, it was the former.

Turnaround 130

Turnaround Talent Groups Meeting 130

Harvard Business

JUNE 26, 2017

Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. “Like in focus groups? I know you don’t want to p**s off our core fans, but we have to gain the participation—and loyalty—of a larger group.

Case Study 72

Case Study Case Studies Study Apparel 72

Brimstone Consulting

MARCH 29, 2022

CASE STUDY. The STAP helped the leadership team increase trust, establish operating mechanisms, and to unify the group around a single strategic view of the division and its future. Download Case Study. Agile strategy leads to 220% increase in revenue.

Agile 96

Agile Strategy& Strategy Strategy 96

Tom Spencer

OCTOBER 26, 2019

Rationale: The main reason IBM decided to buy these 40+ companies is that they could all benefit from the firm’s global sales force. IBM estimates that thanks to its footprint it could accelerate the growth of the companies it purchased by more than 40% over the two years following the acquisition in some cases.

Case Study 60

Case Study Case Studies Study Case Interview 60

Tom Spencer

AUGUST 29, 2020

Then, budget allocation is done, by shifting money from low ROI mediums to high ROI mediums, thus maximizing sales while keeping the budget constant. are interpreted as the % change in business outcome (sales) for a unit change in the independent variables (e.g. Case Study. Types of MMM. Multiplicative regression.

Marketing 97

Marketing ROI Sales Advertising 97

Harvard Business

OCTOBER 9, 2018

This quickly became a requirement for even the most non-technical jobs, forcing people across every industry and age group to adapt with the changing times, or risk getting left behind. Has the company decided to pursue a new business vertical based on data collected by the sales team in the field?

Data 128

Data Sales Case Interview Meeting 128

Harvard Business

MAY 5, 2017

As much as you’d like to leave your manager’s office having made the sale, it’s important “not to push for a yes or no right away,” Dillon says. ” You might talk to HR about implementing a new workplace policy or form a small group of colleagues “to investigate how other organizations handle this.”

How To 149

How To Case Studies Case Study Productivity 149

Harvard Business

MARCH 9, 2017

Our two-year research study , including interviews with over 60 senior executives, as well as workshops and case studies, illuminates a glaring blind spot: We simply don’t appreciate how risky it can feel for others to speak up. This is because, if we are in a powerful position, we often take power for granted.

Case Interview 133

Case Interview Film Case Studies Case Study 133

Strategic Planning and Management Insights

AUGUST 28, 2024

Pierre , the co-founder and chairman of the Rhombus Group. In the latest episode of the Strategy and Leadership Podcast, host Anthony Taylor sits down with Jean St. Jean shares his compelling story of building a $100 million business, losing it all, and then rediscovering his path through deep introspection and strategic planning.

Groups 110

Groups Leadership Strategy Strategy 110

Tom Spencer

JUNE 6, 2020

To understand the target customers on this level, methods such as focus groups, surveys, interviews, and case studies can be successful. Another example could be where one segment may be very sensitive to price and always buy merchandise on sale, whereas the other may value time over savings and typically pay full price.

Apparel 103

Apparel Examples Retail Productivity 103

Harvard Business

MAY 20, 2016

It’s one thing to note a person working solo in an otherwise empty seminar room, or a group of people huddling around someone’s desk because a conference room wasn’t available. To illustrate how this all plays out on a larger scale in real companies, here are two mini case studies from businesses we’ve worked with.

Exercises 130

Exercises Meeting Real Estate Survey 130

Chad Barr

JUNE 10, 2020

The Sales Strategist Brad Tonini Interviews The Digital Empire Creation® Strategist Chad Barr. In this fascinating interview , Chad shares his insights how sales people (and others) can leverage content and the web to be heard, stand out in the crowd, transform their success by impacting their clients. 24:50 How to reach Chad.

Case Interview 52

Case Interview Case Study Case Studies Sales 52

Harvard Business

OCTOBER 13, 2016

In the burgeoning area of data analytics, for example, some internal groups may be interested in software that provides new insights or productivity improvements, while IT will be concerned with ensuring stability and data security. Who among your current sales team has this ability? Manage each minute.

Strategy& 70

Strategy& Strategy Strategy Hotels 70

Harvard Business

JUNE 20, 2017

Dr. Reddy’s: A Movement-Minded Case Study. The role of sales representatives in Russia was recast to act as knowledge hubs for physicians, since better physicians lead to healthier patients. They begin with a group of passionate enthusiasts who deliver a few modest wins. One leader who understands this well is G.V.

Culture 135

Culture Company Enterprise Leadership 135

Harvard Business

AUGUST 31, 2018

To increase diversity at senior executive levels, more must be known about one group in particular: women of color in midlevel leadership, who successfully developed and progressed beyond individual contributor and first-line management. Sixteen women were interviewed and seven others participated in a focus group.

Management 132

Management Leadership Culture Development 132

Harvard Business

SEPTEMBER 13, 2017

We chose Brazil’s beef industry as the location of our case study , both for the size and complexity of the industry and for its impact on the planet. Nonetheless, the case study demonstrates that measuring the value of sustainable business can be done, and that sustainable business itself can be cost-effective.

Methodologies 75

Methodologies How To Case Studies Case Study 75

Harvard Business

DECEMBER 7, 2018

One compelling case study is that of SABMiller. From 2007 to 2016, the brewer saw its African sales outside of South Africa climb from $280 million to $1 billion. It designed the label with a rising sun, a favorite symbol of the Igbo people, an ethnic group native to Nigeria. Strategy & Execution BOOK. Add to Cart.

Case Studies 72

Case Studies Case Study Case Interview Marketing 72

Harvard Business

MARCH 14, 2018

By the time a sales rep gets involved, buyers already have a wealth of information about company reputation, product specifications and reviews of successes or failures. Today, though, that first look comes through websites, user forums and quick case studies, not flesh-and-blood sales pitches.

B2B 72

B2B Bain Research Study 72

Rick Conlow

JANUARY 2, 2023

Among CEO top priorities are sales growth and profit. Customer loyalty generates sales growth and profit. Consider GM as a case study. Richard Branson, founder of the Virgin Group of four hundred companies, has built a large organization on this very principle. Pulling It All Together.

Study 88

Study Emotional Intelligence Leadership Finance 88

Wakeman Consulting Group: Dave's Blog

FEBRUARY 5, 2023

You also likely leave money on the table or miss sales because you don’t know your market well enough. There are tons of case studies that show how much better it is at helping businesses capture more of the value of their product or service. The downsides are many. I’m still working on coming up with some good ideas there.

Strategy& 60

Strategy& Strategy Strategy Case Studies 60

Martinka Consulting

JULY 3, 2014

As I mentioned last week, Lucas Mack with 4th Avenue Media presented to a group of my clients and me recently. He reiterated a well used sales expression, “People buy based on emotion and back it up using logic.” Get in the habit of telling stories (giving examples or case studies).

Case Study 40

Case Study Case Studies Journal Sales 40

Harvard Business

JUNE 12, 2017

“They cause us to make decisions in favor of one person or group to the detriment of others.” “They are sometimes controversial for companies because they can undermine the people who are hired in those categories or lead to a backlash from the traditionally advantaged groups.” Neglect to set diversity goals.

Case Interview 72

Case Interview Interviews Resumes Software 72

Harvard Business

MAY 31, 2016

Case study #1: Find out exactly why. ” Case study #2: Address concerns if you can. One of the consultants at the Catalyst Consulting Group , a boutique professional services company, recently came to managing partner Ronald Recardo to tell him that he’d been offered a senior role in a private equity company.

Case Interview 70

Case Interview Case Studies Case Study Travel 70

Harvard Business

AUGUST 22, 2016

To give an example of just how hard it can be to prevent this from happening, let’s consider the case of Nokia. The voluminous case studies and articles about the firm would fill entire file cabinets in the typical business school storage area. Pragmatically, you can begin to do this without a whole lot of drama.

Company 70

Company Sales Retail Engineering 70

Consultant Journal

FEBRUARY 20, 2017

For people with busy practices and careers, active family lives, remote locations or just a preference to work on their own or in small groups, online CPD may be the way to go. In other cases, it’s up to the individual to pursue their CPD. Case studies. Small group communities of practice. Academic course.

Course 48

Course eBook Education Case Study 48

1 to 1

MAY 7, 2013

--> -->. ); 1to1 Media is a division of Peppers & Rogers Group, a leader in Management Consulting. Sales Effectiveness. 1to1 Case in Point. Sales Effectiveness. Sales & Marketing Effectiveness. Back towww.1to1media.com. 1to1media.com. Marketing Research Articles. CRM Best Practices. Customer Strategy Trends.

Media 51

Media Airlines Case Interview Trends 51

Harvard Business

JULY 15, 2016

These discussions should take place in both one-on-one and group settings so that “people understand you’re not feeding them a line; you’re giving everyone the same lay of the land.” Case Study #1: Use “radical candor” and look for ways to challenge your employee. Are you growing?

Case Studies 70

Case Studies Case Study Sales Company 70

Kai Davis

JULY 8, 2020

To get you started, Meg Cumby (testimonial titan & case study celebrity) and I put together the Ultimate Testimonial Guide (a 100% free resource). Finally, take their feedback, think about it, and see if you can better highlight the important benefits in your marketing and sales materials. Or, get expert testimonial help.

Case Study 40

Case Study Case Studies Survey Study 40

Management Consulted

AUGUST 9, 2015

Seeing an opportunity to gain greater access to the American market, OC&C merged with the Callidon Group (based in Boston) in June 2007. Each region is managed by the group of Partners elected to represent it; local ownership means local accountability and autonomy. Practice Areas .

Interviews 100

Interviews Culture Strategy Strategy 100

Harvard Business

MARCH 31, 2017

The best way to learn, says Ruback, is to “reproduce the numbers” either electronically or on a sheet of paper and then “group them into categories so you can start to see how much your company spends and where it makes money,” he says. Case Study #1: Partner with a colleague in finance and experiment with numbers.

Finance 70

Finance Balance Sheet How To Metrics 70

Tsavo Neal

JANUARY 25, 2018

Case studies. As a consultant, there is no better position to be in for sales conversations than that of the trusted advisor — a position that publishing your white paper helps you take. Your sales funnel would look something like this: Sample Book Chapter -> Book -> Discovery Session -> Consulting Engagement.

Consulting 68

Consulting Advertising Case Interview Conference 68

Harvard Business

JUNE 15, 2016

He has written a case study about food safety testing and is the author of All Business Is Local. Number one: If you are doing local sourcing, you have to bake into your cost structure a higher percentage of sales allowance for food safety and ingredient testing than if you are sourcing nationally from a few big suppliers.

Case Studies 70

Case Studies Case Study Operations Productivity 70

Rod Burkert

FEBRUARY 18, 2020

A while back I came across a buyer psychology framework in a Facebook group I belong to. When I studied it, it really – and I mean REALLY – put me in my prospect’s shoes. If a prospect doesn’t believe we are a fit for the work AND there is no urgent need to get the work done, there is little likelihood that we will close a sale here.

Case Studies 59

Case Studies Case Study Sales Study 59

Harvard Business

SEPTEMBER 20, 2016

She suggests “grouping your contacts into buckets” of categories — for example, current clients, potential clients, influential and powerful colleagues, and “friends who are real connectors” — and then figuring how best to allocate your attention. Prioritize. Brag about your accomplishments.

How To 70

How To Media Case Studies Case Study 70

Harvard Business

DECEMBER 22, 2016

You might say, “I meet with Roger regularly to discuss our group’s priorities and he usually lets me know if he gets requests from other teams.” Case Study #1: Don’t make snap judgments. Case Study #2: Maintain a strong relationship. Rely on rumors and hearsay.

Case Studies 70

Case Studies Case Study Guidelines Management 70

1 to 1

MAY 5, 2013

--> -->. ); 1to1 Media is a division of Peppers & Rogers Group, a leader in Management Consulting. Sales Effectiveness. 1to1 Case in Point. Sales Effectiveness. Sales & Marketing Effectiveness. Sales Effectiveness. Back towww.1to1media.com. 1to1media.com. Marketing Research Articles. CRM Best Practices.

Analysis 42

Analysis Data Sports Media 42