Harvard Business

OCTOBER 1, 2024

They found that only 15% of CEOs and sales teams have a customer-centric strategy. Most run their company or customer relationships based on a product-focused mindset, which puts the onus on finding a market to sell one’s products to, rather than orchestrating growth together with customers.

Company 227

Company Sales Productivity Data 227

Harvard Business

DECEMBER 21, 2023

As AI proliferates, companies are using it to offer data-driven recommendations on a wide range of activities, from whom to hire to what product a salesperson should recommend to customers. How much to rely on these data-driven recommendations should hinge on two questions: How high are the decision stakes?

Sales 252

Sales Data Productivity Company 252

Harvard Business

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Why are more and more buyers avoiding salespeople during the buying process?

B2B 190

B2B Sales Media Survey 190

Tom Spencer

MARCH 8, 2024

One of the most common problems business leaders face is how to price a product. From entrepreneurs putting a new product on the market to executives at a public company revamping a product line, effective pricing is a key pillar of any successful sales and marketing strategy.

Productivity 158

Productivity Sales Strategy Strategy 158

Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. For one thing, in an era when trust in traditional sources has eroded — in government, media, and in companies and the marketing they employ — word-of-mouth from trusted peers wields greater clout than ever. .” It was the right thing to do.

Sales 132

Sales B2C Energy Efficiency 132

Harvard Business

MAY 22, 2017

So how can you improve your sales skills, especially if you don’t pitch people often? And what should you do if you lose a sale? “Many of them tell me that sales is something they never want to do in their careers.” ” And yet, he says, “Sales is the most fundamental skill.”

Sales 195

Sales How To Case Study Case Studies 195

LSA Global

JANUARY 20, 2025

Kick Off a Sales Call with a New Prospect in 120 Seconds in 5 Steps Starting a sales call with a new prospect is a delicate balancing act that sets the tone for the entire conversation in two minutes or less. Be Prepared Sales pre-call planning is the foundation of a successful sales call especially when selling to senior executives.

Sales 67

Sales Training Training Finance 67

Clarity Consultants

FEBRUARY 9, 2025

Companies rely on Learning & Development (L&D) programs – especially eLearning – to stay competitive as industries change. Employees are more likely to stay with a company that invests in their career development and provides opportunities for continuous learning. Start by clearly defining your business goals.

Metrics 147

Metrics ROI Training Training 147

Clarity Consultants

MAY 26, 2023

The B2B sales world has completely changed over the last few years, and businesses all over the world are struggling to keep up. Not only are teams having to continually learn new trends and information about their products and their clientele, but the manner in which they sell is having to shift as well.

Sales 162

Sales B2B Training Training 162

Harvard Business

DECEMBER 11, 2018

Thomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why firms with stellar sales and R&D departments still struggle to sell new innovations. The answer, he finds, is that too many companies expect shiny new products to sell themselves.

Productivity 131

Productivity Sales Training Training 131

Successful Independent Consulting

NOVEMBER 30, 2023

For us, ChatGPT isn't just another tech gimmick; it's a virtual assistant that can elevate our creativity, enhance productivity, and revolutionize our communications. Before using ChatGPT, cleanse data by replacing names and confidential details with generic terms like “Person A” and “Company X.” not creative) to 1.5 really creative).

Productivity 195

Productivity Consulting Tools Efficiency 195

Harvard Business

APRIL 14, 2017

My own firm released a survey recently of 835 large companies (with an average revenue of $20 billion) that predicts a net job loss of between 4% and 7% in key business functions by the year 2020 due to AI. In stark contrast, very few of the companies we surveyed were using AI to eliminate jobs altogether. Insight Center.

Company 158

Company Survey Finance Engineering 158

Harvard Business

NOVEMBER 23, 2018

Recessions catch many companies by surprise, with predictable results. 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. Zero-base sales capacity.

Sales 130

Sales B2B Tools Software 130

Harvard Business

NOVEMBER 8, 2018

Many companies struggle to deliver a consistent and easy buying experience for their customers. The analyst recommends a particular software company’s solution. The analyst recommends a particular software company’s solution. gremlin/Getty Images. But then things begin to break down.

Sales 128

Sales Marketing Software Data 128

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

Harvard Business

FEBRUARY 6, 2024

Early user programs are critical to the success of products. But B2B companies often are disappointed with their results. This article provides a process that can make a big difference in helping companies do a better job of choosing early users and harvesting valuable information.

B2B 246

B2B Productivity Company Sales 246

Effective Managers

JUNE 24, 2024

This foresight allows companies to adapt their strategies in advance, staying ahead of the curve. AI in Enhancing Productivity and Employee Engagement AI’s impact on productivity is profound. Real-World Examples of AI Implementation Many companies have successfully integrated AI into their operations.

Ethics 243

Ethics Efficiency Operations ROI 243

Harvard Business

DECEMBER 19, 2018

As the CMO of PedalSpark, a small maker of high-end electric bicycles, Mark was considering strategies for selling the company’s new ride. PedalSpark’s signature bike, a $4,000 luxury model available only through the company’s website, was selling well and had been named to a few “best e-bike” lists.

Case Studies 127

Case Studies Case Study Study Company 127

Tom Spencer

SEPTEMBER 13, 2024

In today’s competitive business landscape, traditional sales and marketing-driven approaches are increasingly giving way to a new paradigm: Product Led Growth (PLG). Product Led Growth is a business methodology in which the product itself serves as the primary driver of customer acquisition. What is PLG?

Productivity 78

Productivity Marketing Sales Methodologies 78

Consulting Matters

APRIL 24, 2020

And our topic today is really focusing on those product companies. You know what I’m talking about, the companies that have had a good run, because they had a great innovative idea. And now, somehow things have fallen off the rails, and they want to establish a company. Sometimes it’s not operational capacity.

Interviews 156

Interviews Company Marketing Operations 156

Harvard Business

DECEMBER 19, 2023

A conversation with Wharton’s Tom Robertson on the strategic value of owning your secondhand market.

Company 227

Company Marketing Sales Productivity 227

Epicflow

NOVEMBER 8, 2024

Let’s see how the top shipbuilding companies approach project management and learn lessons about successful project delivery based on their experiences. Hyundai Heavy Industries Hyundai Heavy Industries (HHI) is a top South Korean shipbuilding company that holds roughly a 15% share of the world’s shipbuilding market.

Management 222

Management Cash Flow Industry Real Estate 222

Tom Spencer

APRIL 7, 2023

Business development and sales are two of the most critical components of any successful business. They are closely related, with business development focusing on identifying new opportunities and building relationships, and sales being the process of actually closing deals and generating revenue.

Sales 88

Sales Development Research Marketing 88

Markovitz Consulting

JUNE 26, 2017

Yes, the system is pricey, but think of the productivity improvement! One day, they realized that they had 18 months of inventory on-hand for a few products, and it was tying up badly needed working capital. If you have a broken process and you add technology, all you get is a faster (and more expensive) broken process. What happened?

Software 178

Software System Sales Operations 178

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. This case type names a company and gives some detailed history and factual data, and poses one of three questions: . What should Company X do about revenues (prices x volumes)?

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Consulting Success

JULY 24, 2017

Gordon is a white paper writer and consultant who has has worked with Google, Oracle, Intuit, and many other Fortune 500 companies. In this episode, Gordon and I discuss the value of white papers as content-filled marketing tools that you can use to set yourself apart as the expert consultant companies want to hire.

How To 257

How To Consulting Case Studies Case Study 257

Consulting Matters

APRIL 9, 2019

I worked in a company for a long period of time, over 30 years, in various roles so it was like I had moved through various different jobs; traveled all over the world at a very high level position of a global vice president role; 250 people globally working for me, those kind of things. Dave Saliaris : Yeah, pretty interesting.

Interviews 208

Interviews How To Engineering Productivity 208

Consulting Success

FEBRUARY 3, 2020

Running a business or organization is always better when we have the right mentors, coaches, and trainers to improve our processes, sales, and workforce quality. That is why it’s crucial to remember and acknowledge the value a coach brings to a business. In this episode, host Michael Zipursky interviews author and the Chief Culture Officer.

Consulting 246

Consulting Interviews Culture Sales 246

Tom Spencer

JUNE 9, 2023

These systems can suggest relevant products that customers are likely to enjoy. As a result, businesses are able to provide recommendations that simultaneously enhance customer satisfaction and increase sales revenue. By analyzing the sentiment expressed in customer feedback a company can identify common pain points or areas of praise.

Data 147

Data Operations Efficiency System 147

Successful Independent Consulting

FEBRUARY 22, 2017

Their branding helps drive sales by keeping their products or services fresh in the consumer’s mind. For example: not “ Management Consultant ” but “ Leadership for Companies in Transition. ” Everyone in business recognizes strong brands and understands their importance. These brands represent certain values.

Consulting 296

Consulting Advertising Survey Examples 296

Consulting Matters

AUGUST 26, 2021

Your heart won't be in it, and your clients will know that you are trying to land them for the sale and not out of a heart of service. If the person hiring you is using company funds and your advice delivered either through a consulting or coaching assignment is designated to help the organization improve, it's a BTB business.

Consulting 317

Consulting B2C B2B ROI 317

Harvard Business

DECEMBER 18, 2018

I’ve spent 16 years in technology sales, with most of that spent in sales leadership at Salesforce and other technology companies. I’ve had the luxury of observing great sales professionals in tech and beyond and have observed that the top performers share some of the same patterns, habits, and characteristics.

Sales 133

Sales Resources Productivity Exercises 133

Markovitz Consulting

JANUARY 14, 2019

This week I’d like to address sales incentives and volume discounts. Incentives and discounts create tremendous disruption in a company’s business by distorting both incoming market signals and outgoing orders to suppliers. It read the increased sales as a sign that consumers had started to like green cars, and ramped up production.

Turnaround 133

Turnaround Sales Operations Productivity 133