Epicflow

JULY 5, 2024

Forecasting resource demand This capability helps predict future resource requirements, which can be based on historical data, current trends, and anticipated project demands. Without tools, obtaining and managing this data is a real challenge, especially for companies running multiple projects.

Tools 253

Tools Software Resources Efficiency 253

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

DECEMBER 13, 2023

Today we have more data than ever before, yet marketers still struggle to understand their customers. That’s because today’s marketers have mistaken information for intimacy. The author, who ran strategy for Wieden+Kennedy, describes an ethnographic research campaign his team conducted on behalf of McDonald’s.

Data 280

Data Research Marketing Culture 280

Epicflow

AUGUST 30, 2024

This element of MOM involves gathering and analyzing data on key performance indicators, e.g., production output, quality metrics, and equipment efficiency. What is more, improved product quality contributes to customer satisfaction, which in turn leads to higher sales and boosts profitability. Leverage Data to Make Decisions.

Operations 204

Operations Management Efficiency Resources 204

Harvard Business

JANUARY 4, 2023

Paying for stolen data — even when it’s your own — comes with substantial legal and reputational risks.

Data 182

Data Sales Intellectual Property Ethics 182

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 193

B2B Sales Media Survey 193

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

Clarity Consultants

FEBRUARY 9, 2025

Are you aiming to increase sales, improve customer satisfaction, or boost employee retention? For example, if your goal is to increase sales, your L&D programs might focus on enhancing sales techniques, product knowledge, or customer relationship management skills. Start by clearly defining your business goals.

Metrics 147

Metrics ROI Training Training 147

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 253

Sales Analysis Data Productivity 253

Harvard Business

AUGUST 31, 2022

Sponsor Content from Korn Ferry.

Data 172

Data Sales Management 172

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 129

Sales Marketing Software Data 129

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 130

Sales B2B Tools Software 130

Harvard Business

NOVEMBER 1, 2018

I’ve spent my career helping companies address their data and data quality opportunities. In turn, this lack of talent makes it harder for companies to leverage their data, to take full advantage of their data scientists, and to get in front of data quality issues. This is the essence of data science.

Data 132

Data Analysis Sales Exercises 132

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 235

Company Sales Productivity Data 235

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 Metrics 132

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

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 200

Research Productivity Data Sales 200

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

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

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

FEBRUARY 1, 2022

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

B2B 195

B2B Sales Marketing Engineering 195

Harvard Business

MARCH 21, 2023

Let user-generated insights lead the way.

B2B 175

B2B Sales Enterprise Data 175

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

Harvard Business

APRIL 12, 2023

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

Sales 198

Sales Marketing Industry Data 198

Harvard Business

DECEMBER 7, 2023

This is particularly true in sales, a function rooted in processes, playbooks, scripts, and templates. Discussion of generative AI has maintained a fever pitch since OpenAI released ChatGPT-3.5 in late 2022. Many leaders’ instinct is to provide direction and codification when trying to drive adoption of new tools.

Sales 253

Sales Tools Enterprise Data 253

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

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. The result?

Sales 132

Sales How To Metrics Tools 132

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

Harvard Business

NOVEMBER 10, 2023

Companies can rescue qualitative survey data from the trash and dig for deeper insights. To do so, they should: tailor genAI tools to meet their organization’s specific needs, feed them existing data, and have them make suggestions for future survey questions.

Company 252

Company Survey Data Tools 252