Consulting Matters

AUGUST 6, 2018

You may have found your way to consulting as a result of developing an expertise within a specific functional area like marketing, sales or operations and now are being invited to contribute towards projects that affect the entire enterprise.

System 216

System Consulting Enterprise Recruitment 216

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 251

Sales Tools Enterprise Data 251

David A Fields

APRIL 7, 2016

Let’s say Ann Oying, CEO of Cheapo Enterprises asks you for consulting help because she and her team are mired in misery and they don’t know the path out. No sale. […]. But you do. You develop a comprehensive proposal for Ann, outlining the route to Nirvana.

Enterprise 150

Enterprise Sales Consulting Development 150

Women in Consulting

DECEMBER 13, 2012

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Marketing 91

Marketing Nonprofit Software System 91

Consulting Matters

APRIL 24, 2020

Sometimes the marketing message has fallen off. So, sometimes it’s a disconnect just on that marketing plan. You have a small, local marketing plan that really resonates with a particular geographical community, or some other psychographic community. Well, sneakers is a bigger market. Why isn’t it getting out?

Interviews 156

Interviews Company Marketing Operations 156

Harvard Business

SEPTEMBER 7, 2016

We serve two markets that are very different but united by the common need for reliable, safe access to energy: outdoor recreationalists and low-income households in emerging markets. It was a good idea in theory, but ultimately it was too passive as a sales approach: Simply placing our HomeStove on a shelf did not lead to uptake.

Sales 70

Sales Marketing Development Retail 70

Harvard Business

MARCH 27, 2025

Lessons from SAP’s efforts to reach small- and medium-sized enterprises.

Enterprise 133

Enterprise Company Sales Marketing 133

Women in Consulting

JANUARY 7, 2013

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Marketing 88

Marketing Nonprofit Leadership Software 88

Harvard Business

JUNE 10, 2016

Unfortunately, many tech startups get stuck at this stage because they can’t quite figure out a scalable way to go to market. Often, this is because they’ve been founded by technologists, and sales is not an area of expertise. So sales doesn’t become a focus of attention until cash starts to burn.

Marketing 70

Marketing Software Sales Exercises 70

Harvard Business

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art. Why does this happen in so many companies?

Sales 70

Sales Data Enterprise Operations 70

Harvard Business

DECEMBER 17, 2018

Companies are beginning to utilize their employees’ behavioral data — generally known as people analytics — to better understand and improve their sales operations , with strong results. Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value.

Sales 71

Sales Data Enterprise Analysis 71

Harvard Business

NOVEMBER 7, 2017

The lack of narrative is particularly a problem in the relationship between sales and marketing. This behavior is a result of the underlying mental models of sales and marketing. Marketers see the world as campaigns, messages, channels, and audiences. To a marketer, sales is a channel for reaching their audience.

Strategy 133

Strategy Strategy Strategy& Metrics 133

Harvard Business

JUNE 13, 2017

Too many sales teams (and other departments) enter data by hand but create fresh entries instead of searching their systems and updating existing accounts, which muddies their data sets. The following strategies can help you improve your business intelligence through better data management: Clean house on marketing and sales contacts.

Sales 71

Sales Data Efficiency Retail 71

Women in Consulting

JULY 3, 2012

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Nonprofit 82

Nonprofit Marketing Video Software 82

Harvard Business

JUNE 4, 2018

Thoughtfully managed, recommendations can prove far more valuable to marketers than for the customers they ostensibly serve. Recommendation engines not only generate useful data for analyzing customer desires; they can be harnessed to make tactical and strategic recommendations for marketers. Data-Driven Marketing.

Engineering 71

Engineering Marketing Advertising Enterprise 71

Harvard Business

JANUARY 17, 2018

Want to know yogurt sales next week? Let’s use data on past yogurt sales. Your training data is more valuable if enhanced prediction accuracy can increase yogurt sales by $100 million rather than only $10 million. Unlike startups, large enterprises generate operational data every day. Insight Center.

Data 133

Data Operations Training Training 133

Harvard Business

DECEMBER 6, 2016

As marketing continues to shift and improve, we’ve come to rely on IT to provide expertise on current technology and, perhaps more importantly, to provide a road map that shows where technology will lead, where integration is critical, and how to make the best use of increasingly sophisticated tools. This means being more strategic.

Marketing 70

Marketing Data Banking Tools 70

Markovitz Consulting

AUGUST 19, 2020

Peter Golder and Gerard Tellis’s seminal study of 500 brands in 50 product categories reveals that almost half of market pioneers fail. In fact, the greatest long-term success belongs to companies that enter a market and become leaders about 13 years after these first movers. MITS introduced the first personal computer in 1975.

Guidelines 140

Guidelines Operations Talent Sports 140

Tom Spencer

NOVEMBER 14, 2011

In contrast, economies of scope is a lesser known concept particularly relevant to small and medium sized enterprises (SMEs) that may not have access to large markets or the ability to produce at scale. Marketing – The cost of advertising can be shared across products. More stable cash flows are attractive for three reasons.

Cash Flow 117

Cash Flow Consulting Productivity Telecommunications 117

Harvard Business

MARCH 29, 2018

Increasing staffing, they found, could increase sales and profits. These extra hours were not part of the manager’s labor budget and were only given to the stores that were identified as likely to increase their sales by Co-PI Kesavan’s analysis. More-stable scheduling increased sales and labor productivity.

Retail 71

Retail Sales Productivity Research 71

Harvard Business

OCTOBER 28, 2016

But in the enterprise world, data has traditionally been siloed, unwieldy, and manually entered into database systems such as customer relationship management software, or CRM. I run an enterprise technology company, and we’ve seen just how consistently data can be used to help improve sales. Sponsored by KPMG.

Enterprise 70

Enterprise Sales Data Software 70

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 129

Turnaround Talent Groups Meeting 129

Harvard Business

JULY 30, 2018

” and the marketing team provides one answer, sales a second, and accounting a third. Thus, the term “customer” can mean a potential buyer to the marketing department, the person who signed the purchase order to sales, and the legal entity that it bills to accounting. Jorg Greuel/Getty Images.

Data 105

Data System Sales Retail 105

Women in Consulting

SEPTEMBER 27, 2012

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Nonprofit 109

Nonprofit Software Consulting System 109

MishTalk

AUGUST 16, 2013

Gold Bull Paulson Cuts SPDR Stake by Half in Bear Market. Bloomberg reports Gold Bull Paulson Cuts SPDR Stake by Half in Bear Market. Billionaire hedge fund manager John Paulson, who told investors as recently as last month that they should own gold, cut his holdings in the metal by more than half as prices plunged into a bear market.

Sales 67

Sales Government Report Marketing 67

Harvard Business

FEBRUARY 16, 2017

Cleaning up data downstream is expensive and not scalable, because data is a byproduct of business processes and operations like marketing, sales, plant operations, and so on. The CDO can help facilitate this process so that it is done in a scalable way across the enterprise.

Data 101

Data Company Operations Enterprise 101

Women in Consulting

MAY 3, 2012

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Nonprofit 103

Nonprofit Strategy Strategy& Strategy 103

Harvard Business

SEPTEMBER 18, 2017

But should enterprise leadership teams also pursue cohesion? Most teams (55 teams comprised of 700+ senior executives) also responded to items focused on organization performance —comparing themselves to industry peers — and included dimensions such as Sales and Revenue Growth, New Product Development, and Market Share.

Enterprise 71

Enterprise Culture Agile Leadership 71

Women in Consulting

DECEMBER 11, 2012

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Nonprofit 108

Nonprofit Software How To System 108

Harvard Business

JANUARY 19, 2018

For example, if you’re a brand marketer, you might give yourself an “A” in advertising development, a “B+” in pricing analysis, “C” in trade marketing, etc. Focus on the C’s to close skill gaps. Seeking feedback from someone who previously held your job can speed up your learning.

Development 134

Development Company Journal Advertising 134

Women in Consulting

OCTOBER 30, 2012

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Nonprofit 107

Nonprofit Software Consulting System 107

Harvard Business

JULY 18, 2017

As a free-standing enterprise operating under its own brand, FirstBuild is decidedly not another attempt to transform a traditional company’s corporate culture. The small full-time FirstBuild staff includes a director, an operations lead, and a commercial lead — roles one would expect to find in any comparably sized enterprise.

Enterprise 71

Enterprise Productivity Engineering Retail 71

Harvard Business

AUGUST 29, 2016

But most companies lack a strategic objective that spans the customer journey, can be understood and operationalized across the enterprise, and, most importantly, actually increases customer value. Measuring Marketing Insights. Insight Center. Sponsored by Google Analytics 360 Suite.

Retail 132

Retail Apparel Financial ROI 132

Women in Consulting

SEPTEMBER 13, 2012

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Development 105

Development Nonprofit Software System 105

Harvard Business

JANUARY 19, 2018

E-commerce, mobile commerce, and social media platforms have enabled businesses to better sculpt marketing and customer support initiatives and customer services. B2B companies need to know, for example, how many companies exist in a given market space. B2C firms have been the leaders in customer analytics initiatives.

B2B 71

B2B B2C Sales Data 71

Women in Consulting

MARCH 13, 2012

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Nonprofit 105

Nonprofit Software Consulting System 105

Harvard Business

FEBRUARY 28, 2017

They continue to be inspired by his 80/20 principle, the idea that 80% of effects (sales, revenue, etc.) Clearly identifying and cosseting the “super-Paretos,” however, doesn’t go analytically far enough; market and market growth demand that those descriptive statistics lead to predictive and prescriptive statistics.

Enterprise 70

Enterprise Data Sales Analysis 70