Harvard Business

NOVEMBER 8, 2018

The manager peruses that company’s website and requests more information by entering data about her needs through a webform. The inside salesperson hasn’t seen the webform data, so the manager must repeat much of the information she had already entered. But then things begin to break down.

Sales 130

Sales Marketing Software Data 130

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 195

B2B Sales Media Survey 195

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 254

Sales Data Productivity Company 254

Harvard Business

FEBRUARY 1, 2022

How one company created a “universal commercial engine” to replace both divisions.

B2B 200

B2B Sales Marketing Engineering 200

Harvard Business

JUNE 13, 2018

No one likes to feel as if they’re being watched, yet with technology continuing to mature, we have found ourselves entrenched in a marketing machine that has become far too intimate for anyone’s liking. Data-Driven Marketing. They must use only data that they have earned through explicit customer consent.

Data 132

Data Marketing ROI Research 132

LSA Global

APRIL 21, 2025

Foundational Skills for New Sales Hires: Setting the Stage for Long-Term Success We know from sales leadership simulation assessment data that the pressure on new sales hires to ramp quickly and deliver measurable impact is higher than ever. Do you have a proven plan to help overcome sales call reluctance?

Sales 62

Sales Balance Sheet B2B Training 62

Clarity Consultants

FEBRUARY 9, 2025

By investing in L&D, organizations can close skills gaps, improve employee engagement, and enhance their overall competitiveness in the market. L&D programs help organizations keep up with industry trends, adopt new technologies, and respond to changing market demands. Start by clearly defining your business goals.

Metrics 147

Metrics ROI Training Training 147

Harvard Business

OCTOBER 1, 2024

Researchers analyzed data from more than 1,000 customer-centricity transformation projects over the past 25 years. They found that only 15% of CEOs and sales teams have a customer-centric strategy.

Company 241

Company Sales Productivity Data 241

Harvard Business

APRIL 12, 2023

Fast-acting firms are deploying the technology to predict outcomes at various stages of the customer journey.

Sales 203

Sales Marketing Industry Data 203

Harvard Business

JULY 30, 2018

Based on research for my book Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling , here are five specific areas where AI algorithms can be leveraged to help your business grow by helping your sales team sell more: Price Optimization: Knowing what discount, if any, to give a client is always a tricky situation.

Sales 130

Sales Data Company Examples 130

Harvard Business

APRIL 19, 2018

In the past decade, content marketing has become a widely established practice. 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.

Marketing 134

Marketing Case Study Case Studies Sales 134

Harvard Business

FEBRUARY 23, 2022

Marketers must claim the broader growth agenda, connecting the dots across data, digital, and the full customer journey.

Marketing 194

Marketing Data Sales Management 194

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 131

Sales B2B Tools Software 131

Harvard Business

MAY 30, 2018

The most recent results from The CMO Survey conducted by Duke University’s Fuqua School of Business and sponsored by Deloitte LLP and the American Marketing Association reports that the percentage of marketing budgets companies plan to allocate to analytics over the next three years will increase from 5.8% The Data Challenge.

Marketing 134

Marketing Data Advertising Talent 134

Effective Managers

JUNE 24, 2024

AI’s ability to analyze vast amounts of data, automate complex processes, and provide insights has revolutionized how businesses approach efficiency and innovation. AI in Decision Making and Strategy AI’s capability to analyze large data sets offers unprecedented advantages in strategic decision-making.

Ethics 246

Ethics Efficiency Operations ROI 246

Harvard Business

JANUARY 17, 2018

In our experience, when business leaders ask this with respect to AI, the answer they are given is “data.” There are hundreds of articles claiming that “ data is the new oil” — by which they mean it is a fuel that will drive the AI economy. Like internal combustion engines with oil, AI needs data to run.

Data 135

Data Operations Training Training 135

Harvard Business

OCTOBER 9, 2018

If you were entering the job market in the early 90s, most job descriptions included “Macintosh experience” or “excellent PC skills” in their preferred qualifications. Data Science is now a quickly growing discipline , giving people with any kind of data expertise a serious competitive edge.

Data 129

Data Sales Case Interview Meeting 129

Harvard Business

MARCH 20, 2024

Why did the Bud Light boycott affect the beer brand’s sales when many other boycotts have only marginal or short-term impact? An analysis of sales data confirms that Bud Light suffered a sustained downturn in sales, more pronounced in Republican-leaning counties in the U.S.

Sales 254

Sales Analysis Data Productivity 254

Harvard Business

JANUARY 9, 2025

Researchers used data from IMDb, a leading movie platform, to document this bias, and propose an easy-to-implement algorithm to adjust ratings to better align with external proxies of quality. This means that higher-quality products could paradoxically receive lower average ratings than their less-sophisticated competitors.

Research 208

Research Productivity Data Sales 208

Harvard Business

NOVEMBER 6, 2018

In 2012, HBR dubbed data scientist “the sexiest job of the 21st century ” It is also, arguably, the vaguest. To hire the right people for the right roles, it’s important to distinguish between different types of data scientist. The elusive full stack data scientists do exist, though they are hard to find.

Data 132

Data Engineering Software Operations 132

LSA Global

DECEMBER 16, 2024

How to Sell in Challenging Times: B2B Strategies for Success We know from sales leadership simulation assessment data that selling B2B solutions in challenging times requires more than sales perseverance it demands a shift in sales strategy, sales mindset , and sales communication.

B2B 67

B2B How To Sales Trends 67

Consulting Success

FEBRUARY 28, 2022

How do you grow your consulting business using web analytics and digital marketing? Michael Zipursky welcomes Jim Sterne, the Founder of the Marketing Analytics Summit. He has over 25 years of experience in sales and marketing to share with us today. To maximize web analytics, narrow your focus on your target market.

Marketing 130

Marketing Consulting How To Data 130

Harvard Business

NOVEMBER 3, 2022

People prefer a personalized message — but are also skeptical of how companies use their data. Here’s how to thread the needle.

Marketing 188

Marketing Strategy Strategy Strategy& 188

Harvard Business

OCTOBER 26, 2018

For some of your team members, the idea of using data to inform decision-making can feel intimidating. Maybe they like to “go with their gut,” or simply dread the idea of wading through a ton of data. He used years of data to answer that question, and then drafted players with those attributes (e.g. Insight Center.

Data 132

Data Retail Study Productivity 132

Chad Barr

MARCH 19, 2025

AI tools like Claude or ChatGPT and others, aren’t just fancy tech toys—they’re strategic weapons that can revolutionize your email marketing and broader marketing initiatives when wielded with precision. Think of these AI tools as your marketing department’s secret laboratory.

Marketing 52

Marketing Tools Sales Engineering 52

Tom Spencer

AUGUST 29, 2020

MMM assists marketers in optimizing future spends and maximizing effectiveness (i.e. Then, budget allocation is done, by shifting money from low ROI mediums to high ROI mediums, thus maximizing sales while keeping the budget constant. Marketing data for the product is available for October to December 2017 (table below). *

Marketing 97

Marketing ROI Sales Advertising 97

Management Consulted

NOVEMBER 20, 2013

Two, you solve them the same way you solve a market sizing question (see below) – by breaking down the solution into component parts. . Consulting is a data-based industry – but where there are no facts, there are well-developed estimates. The market for lead pencils has been declining at 4%/year for the last 3 years.

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Harvard Business

DECEMBER 20, 2018

Those failures can mean a lot of things — over-budget, data integrity issues, technology limitations, and so forth. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. And the sales team — well, they mostly hated it.

Sales 132

Sales How To Metrics Tools 132

Rick Conlow

FEBRUARY 9, 2021

People are in trouble from Big Data and technology. 10 Big Data/Technology Quotes that Spell the Demise of People. Expert Bernard Marr says, “…everything we do is increasingly leaving a digital trace (or data), which we (and others) can use and analyze. Data really powers everything that we do.”

Data 101

Data eBook Ethics Leadership 101

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