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

Harvard Business

AUGUST 22, 2023

Technology has long been used to boost seller productivity, but sales leaders are telling us that efficiency gains have become slower and more expensive. Sales organizations’ tendency to run most tasks through the sales rep requires an increasing number of complex systems to support.

Sales 172

Sales Efficiency System Productivity 172

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 245

Company Sales Productivity Data 245

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

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

JULY 30, 2018

If you ever had a thought about a product or a vacation, and it seemed to suddenly pop up on your search page or in your email inbox, I can assure you it was based on AI (a classification algorithm) monitoring your online activity. If you’ve ever ordered an Uber, AI (a location algorithm) was used to have a car in your vicinity quickly.

Sales 130

Sales Data Company Examples 130

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. Privacy First Cleanse Your Data: Be cautious with sensitive information. Embrace ChatGPT as your personal assistant, and watch your productivity soar.

Productivity 195

Productivity Consulting Tools Efficiency 195

Harvard Business

AUGUST 3, 2017

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. The right sales incentive plan creates a double win. This made it easy to measure individual sales results.

Sales 141

Sales Metrics B2B Culture 141

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

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

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

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

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 131

Sales Marketing Software Data 131

Harvard Business

APRIL 20, 2018

Is there someone on your team who seems unusually productive? Super-productive people are in every industry. The most productive software developers write nine times more usable code per day than the average developer, according to research by Michael Mankins. The most productive people are great problem-solvers.

Productivity 144

Productivity Study Software Analysis 144

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

Harvard Business

OCTOBER 9, 2018

There’s an ever-increasing demand for people who can leverage software to analyze, understand, and make day-to-day business decisions based on data. Data Science is now a quickly growing discipline , giving people with any kind of data expertise a serious competitive edge. Scaling Your Team’s Data Skills.

Data 129

Data Sales Case Interview Meeting 129

Harvard Business

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software as a service) subscriptions.

Sales 141

Sales Guidelines Efficiency Software 141

Harvard Business

SEPTEMBER 12, 2017

Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure of which incentives provide the best motivation. Some received conditional bonuses, which we tied to sales quotas under three different treatments: standard, punitive, and real-punitive.

Sales 132

Sales B2B System Data 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

Harvard Business

JUNE 13, 2018

No longer do consumers need to do their own background research on a product or company to find what they are looking for. Over the past decade, businesses have built marketing technology stacks to collect and organize data with the hope of more effectively targeting consumers. Data-Driven Marketing. Instead, brands come to us.

Data 135

Data Marketing ROI Research 135

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. The availability of large volumes of data is also transforming business decision making.

Data 147

Data Operations Efficiency System 147

Harvard Business

MARCH 15, 2018

These stereotypical notions, which cast men as having traits better suited to starting successful companies, don’t hold up when compared with venture performance data from annual reports. ” “ He owns a big share of the company, and of course he wants to increase the production volume to raise the profitability and expand.”

Data 133

Data Real Estate Finance Financial 133

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

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. Data-Driven Marketing. invest in ongoing development of capabilities among the sales and pricing teams through training and tools.

B2B 147

B2B Survey Company Sales 147

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. Our data also indicate that much of marketing and sales collateral is read by prospects outside of the normal work week.

Marketing 135

Marketing Case Study Case Studies Sales 135

Tom Spencer

JULY 7, 2023

I was assigned to a typical strategy engagement – should client X selling product Y increase sales in market Z? Our hypothesis was that increased sales volume would be associated with increased profitability due to economies of scale. Our analysis was impossible without extensive internal data and financial statements.

Data 78

Data Consulting Balance Sheet Analysis 78

Tom Spencer

SEPTEMBER 27, 2024

In today’s data-driven world, the role of a data scientist has become increasingly crucial across various industries. From technology and finance to healthcare and marketing, data scientists are at the forefront of extracting meaningful insights from vast amounts of data. What Do Data Scientists Do?

Data 78

Data Healthcare Tools Trends 78

Harvard Business

AUGUST 23, 2017

There are numerous other AI products available to business, like IBM’s Watson, or software from emerging vendors. Even in these early days, practices of successful early adopters offer several useful lessons: Find and own valuable data no one else has. Take a systemic view of your business, and find data adjacencies.

Company 141

Company Data Training Training 141

Harvard Business

APRIL 14, 2017

For example, our survey, which asked managers of 13 functions, from sales and marketing to procurement and finance, to indicate whether their departments were using AI in 63 core areas, found AI was used most frequently in detecting and fending off computer security intrusions in the IT department. bribes and kickbacks).

Company 176

Company Survey Finance Engineering 176

Harvard Business

MAY 30, 2018

Based on our work with member companies at the Marketing Science Institute, two competing forces explain this discrepancy—the data used in analytics and the analyst talent producing it. The Data Challenge. Data-Driven Marketing. In most companies, data is not integrated. Insight Center. Sponsored by Google.

Marketing 135

Marketing Data Advertising Talent 135

Harvard Business

JUNE 6, 2018

Retailers and manufacturers are rushing out new products to keep pace with the leaders of fast fashion such as Zara, H&M, and Forever 21, which launch new fashions every week or so. Data-Driven Marketing. In a store, however, a sales associate tries to guess a shopper’s tastes in real time. Insight Center.

Apparel 136

Apparel Retail Fashion Sales 136

Management Consulted

NOVEMBER 20, 2013

Consulting is a data-based industry – but where there are no facts, there are well-developed estimates. However, in business, decisions can be effectively and efficiently made based on near-perfect data/calculations. Consulting Math. In regular math drills, you will not have the leisure of having a calculator. in one year?

Case Interview 236

Case Interview Interviews Study Cover Letters 236