LSA Global

NOVEMBER 18, 2024

How to Win Over Value Buyers + Key Mistakes to Avoid Studies highlighted by our microlearning experts show that more than half of all sales prospects are value buyers who focus on achieving measurable business outcomes. To win their business and win over value buyers, sales reps must behave differently.

Sales 68

Sales Metrics B2B Case Study 68

Consulting Success

JULY 24, 2017

His career path took him from software company technical writing and journalism to a marketing executive in a software company before becoming an independent copywriter who specializes in white papers and case studies. Case studies and numbered lists are two of the powerful tools that white papers must contain.

How To 257

How To Consulting Case Studies Case Study 257

Tsavo Neal

AUGUST 24, 2017

Unless your case studies show your potential clients that you’re capable of solving their problem, they are nothing but wasted space on your website. Your website’s copy certainly helps — but case studies provide an extra layer of credibility. Winning New Clients Through Your Case Studies.

Case Study 60

Case Study Case Studies Study Consulting 60

Consulting Success

FEBRUARY 22, 2018

3 common reasons for taking on less than ideal clients are: Revenue – you increase your sales and revenue. Better case studies. This allows you to create great case studies that resonate with the same type of ideal client and leads to attracting ideal consulting clients and winning more business.

Consulting 192

Consulting Case Studies Case Study Study 192

Harvard Business

JUNE 6, 2016

Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. She reported to the head of sales, who reported to the COO, and she and Brad rarely interacted at work. It’s an investor conference, not a sales event.”

Case Study 70

Case Study Case Studies Study Conference 70

Harvard Business

DECEMBER 8, 2016

Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. If you’d like your comment to be considered for publication, please be sure to include your full name, company or university affiliation, and email address.

Case Study 70

Case Study Case Studies Study Construction 70

freshminds

MARCH 5, 2018

Why are Case Studies used? Note that they are not looking for a “right answer”; they are looking for a “right method” Types of case studies. Strategy Consulting : tend to use “strategic” type case studies (more details below). How to answer the case study.

Case Study 53

Case Study Case Studies Study Case Interview 53

Harvard Business

MAY 5, 2016

Editor’s Note: This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. The year before, prompted by all this, Lumiscape’s leadership had decided to pivot from a sales model to a subscription model. Could we rent instead?’”

Case Study 70

Case Study Case Studies Study Sales 70

Tom Spencer

OCTOBER 19, 2019

superior after-sale service, Gucci brand, etc.)? Can we sell different versions of the product that differ in terms of quality, functionality, aesthetics, packaging, availability, or branding so that we can increase sales volume by appealing to more customers or increase profitability by selling at different price points (e.g.

Case Study 60

Case Study Case Studies Study Strategy& 60

Harvard Business

APRIL 19, 2018

Companies have hired writers and Chief Content Officers to run departments, create blogs and other materials, and, in the process, some have assured sales people that content marketing can mean the end of cold calling. Documents uploaded to DocSend’s platform include case studies, overviews and guides, e-books, and proposals.

Marketing 133

Marketing Case Studies Case Study Sales 133

Steve Shu Consulting

JUNE 30, 2010

It is sure to become a definitive source for professionals with respect to time-strategies, very current company examples and case studies, and timeless treatment of a marketing segmentation area that has not been comprehensively addressed before. Adrian, excellent work on the book!

Marketing 256

Marketing Strategy& Strategy Strategy 256

Harvard Business

JUNE 26, 2018

On her desk was a pile of résumés from CEO candidates who’d responded to a listing she’d posted on a small business sale website. ” She walked into her office. Clipped to each one, at Elena’s request, was a photo of the applicant’s dog.

Case Study 77

Case Study Case Studies Study Productivity 77

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 71

Case Study Case Studies Study Company 71

Steve Shu Consulting

MAY 20, 2018

Once you have successful clients, you can then refer to the general experiences as case studies (often anonymized, but not always). These case studies accumulate, and they serve as resources that can help your marketing efforts as a consultant. It is the idea of helping before selling.

Marketing 150

Marketing Case Study Case Studies Consulting 150

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. Alan Kurtz, MMC’s chief operating officer, was standing off to the side, and she moved to join him, but a racer intercepted her. “Do you work for Mendoza?”

Case Study 72

Case Study Case Studies Study Apparel 72

Management Consulted

APRIL 27, 2014

Here, we’re not talking about actually developing case interview skills per se – we have a whole bunch of suggested articles at the end that will help you do that. Instead, we’re recommending real-life activities that will help you understand why profit is important to a business , or how to quickly study a new industry.

Development 205

Development Consulting Boston Consulting Group McKinsey 205

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

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. Market Study. Market study questions come in 3 forms: Market Entry. A final type of market study question would address a company declining in market share. in one year?

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Brimstone Consulting

MARCH 29, 2022

CASE STUDY. Download Case Study. By: Kate Lee In Case Studies Posted March 12, 2020 How an early-stage consumer goods organization increased revenue by 34 times [mk_button dimension="outline" corner_style="pointed" outline_skin="dark" margin_bottom="0" size="medium" align="left" url="[link] MORE[/mk_button].

Agile 96

Agile Strategy& Strategy Strategy 96

Brimstone Consulting

JULY 7, 2021

CASE STUDY. Download case study. By: Kate Lee In Case Studies Posted July 1, 2021 Developing next-generation leaders. By: Kate Lee In Case Studies Posted April 7, 2020 Becoming a Sales Leader. Supporting leaders as they lead through crisis. Let's talk CONTACT BRIMSTONE.

Leadership 79

Leadership Case Studies Case Study Study 79

Brimstone Consulting

APRIL 7, 2020

CASE STUDY. The beauty and personal care division of a global packaging company increased sales by aligning the leadership team, establishing operating mechanisms, and establishing accountability. Within one year, sales in these segments grew by nine percent. It truly involves the entire team. Interim Division President.

Sales 52

Sales Case Studies Case Study Study 52

Tsavo Neal

APRIL 13, 2021

In a recent episode titled “ Communication Components in Your Sales Toolbox ,” they discussed the role your website plays in the sales process. Below is a summary of what the discuss about how consulting websites relate to the sales process. Yes, that’s right; your consulting website is a sales tool.

Tools 78

Tools Sales Consulting Case Study 78

Brimstone Consulting

NOVEMBER 17, 2022

CASE STUDY. Using diagnostic protocols, Brimstone interviewed various leaders throughout the organization, from plant managers to European sales leaders to the senior leadership team. Download Case Study. How a Sustainability Business Framework Aligned the Leadership Team and Accelerated Progress.

Case Studies 76

Case Studies Case Study Case Interview Study 76

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

Steve Shu Consulting

AUGUST 31, 2016

Appendix – might include key case study summaries, CVs for consultants, and other schedules. Roles and Responsibilities – articulates the consulting delivery team players (named individuals) or types of players (e.g., anonymous job-level descriptions), key roles expected to be filled by the client (e.g.,

Consulting 150

Consulting Management Case Study Case Studies 150

LSA Global

NOVEMBER 18, 2024

How to Win Over Value Buyers + Key Mistakes to Avoid Studies highlighted by our microlearning experts show that more than half of all sales prospects are value buyers who focus on achieving measurable business outcomes. To win their business and win over value buyers, sales reps must behave differently.

How To 36

How To Sales Metrics B2B 36

Clarity Consultants

MAY 27, 2024

This fruitful partnership has involved various projects, from developing sales training to assisting in high-stakes change management initiatives. Click to read the Case Study! Recognizing the urgency and unique requirements of this training initiative, Clarity Consultants assembled a specialized Leadership Development Team.

Training 147

Training Training Case Study Case Studies 147

Management Consulted

OCTOBER 18, 2013

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. Sales and Distribution (S&D) Summit Intern Program.

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. All those sales skills make sense.

ROI 64

ROI Training Training Sales 64

Harvard Business

MAY 25, 2016

However, looking at the surveys and consulting reports, it is unclear what the precise use cases are that will drive this positive ROI from big data. Our goal in this article is to offer specific, real-world case studies to show how big data has provided value for companies that have worked with Microsoft’s analytics teams.

Data 132

Data Advertising Operations Case Study 132

Melissa Agnes

AUGUST 4, 2014

” Sorry, but who writes something like that on their website sales page? Case Studies' This is due to the fact that your guests may not understand what we offer – therefore we expect you to explain that to them.” Need I state the takeaways? You cannot control what others say about you online.

Hotels 97

Hotels Case Study Case Studies Policies 97

Tsavo Neal

JANUARY 20, 2022

For me, I can pick up the phone and my sales process from that point onwards is about qualification and some negotiation, but you’ve got to start with lead generation. In fact, my website is my secret 24/7 sales agent. Nigel Green – Sales Consultant Writing is a window to the mind. My site has a lot of videos.

Consulting 167

Consulting Case Study Case Studies Media 167

The Fearless Marketer

JULY 1, 2019

Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. Why a sales letter is absolutely essential. However… What should go into your sales letter?

Sales 63

Sales How To Guidelines Case Study 63

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. The result: wasted time and unnecessary frustration.

Turnaround 130

Turnaround Talent Groups Meeting 130

Tom Spencer

SEPTEMBER 7, 2014

Product: Does our revenue come primarily from ticket sales or other sources? By appealing to a wider and younger audience, our client could attract visitors who previously were uninterested in the museum’s offerings, leading to more sustainable ticket sales over the next five years. Many firms use a version of this case.

Strategy& 98

Strategy& Strategy Strategy Case Interview 98

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

Has the company decided to pursue a new business vertical based on data collected by the sales team in the field? If a sales manager has been tracking the performance of sales efforts against a new vertical, he should be able to quickly gather some valuable insights that the rest of the organization would benefit from understanding.

Data 127

Data Sales Case Interview Meeting 127