Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales 132

Sales B2C Energy Efficiency 132

Harvard Business

JANUARY 3, 2024

In 2022, new EV sales in China grew by 82%, and the country provided 35% of global EV exports. This article outlines three key reasons for the growth of China’s EV sector: experimenting in adjacent industries, encouraging operational solutions, and doubling down on core technology. While the U.S.,

Marketing 254

Marketing Automotive Operations Sales 254

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 128

Sales Data Company Examples 128

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. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too.

Sales 134

Sales Guidelines Efficiency Software 134

Steve Shu Consulting

JULY 18, 2017

A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Here are some thoughts on how I’ve tried to keep sales processes on track: As you are engaging the client prospect, try to envision the big picture for the solution approach to the prospect’s business problem. hours each.

Sales 150

Sales Consulting How To Meeting 150

Consulting Matters

AUGUST 4, 2022

Today I'm talking with Lee Cockerell, the former Executive Vice President of Operations for Walt Disney resort and currently a consultant, author, and speaker. In this episode, you'll hear: How Lee evolved as a leader by shedding defensiveness and operating in trust. Why you need to create a system to be a person of your word.

Operations 156

Operations Leadership Hotels Sports 156

Effective Managers

JUNE 24, 2024

Examining Practical Applications of Artificial Intelligence (AI) in Improving Business Processes Leveraging AI into business operations has become a transformative force across various industries. AI in Streamlining Operations AI technology has made significant strides in optimizing operational efficiency.

Ethics 246

Ethics Efficiency Operations ROI 246

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

Steve Shu Consulting

JUNE 15, 2011

A modern consultant is a professional that can work in dynamic industries, operate within multiple types of consulting organizations (e.g., niche, large traditional), and has experience as both an operating manager and an advisor.

Consulting 337

Consulting Development Analysis Leadership 337

Consulting Matters

JANUARY 30, 2020

This fear is the primary culprit behind procrastination on getting a business launched, resistance to creating a world-class website and being strategic about marketing and sales. It's this fear that leads to chasing lower paying work or positioning oneself as a subcontractor or an extra "pair of hands.". And this fear is sneaky.

How To 317

How To Talent Ethics Sales 317

Tom Spencer

OCTOBER 25, 2024

By reducing the time spent on mundane tasks, small businesses can allocate resources more effectively to increase productive capacity by enhancing productivity and scaling operations, increase consumer demand by refining product offerings, and develop other competitive advantages. AI tools can also revolutionise customer service.

Small Business 78

Small Business Data Efficiency Tools 78

Harvard Business

SEPTEMBER 20, 2023

Managing the platform to generate sales, therefore, is about enabling the right content to reach the right viewers. In China, content-based platforms are generating a growing proportion of e-commerce, presenting a growing threat to established platforms like Alibaba and JD.com.

Retail 252

Retail Trends Sales Productivity 252

Markovitz Consulting

DECEMBER 1, 2020

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. He diverted a container that was en route to the US with $400,000 worth of shoes to Africa, where he unloaded everything at a loss.

Boston Consulting Group 259

Boston Consulting Group Meeting Travel Productivity 259

Harvard Business

JUNE 17, 2024

Major retailers are today, most notably Amazon, are creating and operating their own advertising platforms — and they’re making millions doing it. McKinsey estimates that by 2026, retail media will add $1.3 trillion to enterprise values in the U.S. alone, with profit margins between 50% and 70%.

Retail 252

Retail Advertising McKinsey Enterprise 252

Harvard Business

JANUARY 17, 2018

Want to know yogurt sales next week? Let’s use data on past yogurt sales. Yes, data, like oil, is used day-to-day to operate your prediction machine. Instead, the data you have now, which your company accumulated over time, is the type of data used to build the prediction machine — not operate it.

Data 135

Data Operations Training Training 135

Tom Spencer

JUNE 9, 2023

In the digital age, businesses are constantly seeking innovative ways to gain a competitive edge and streamline their operations. From enhancing customer experiences to optimizing decision-making processes, AI is reshaping the way businesses operate and opening up new possibilities for growth.

Data 147

Data Operations Efficiency System 147

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

Markovitz Consulting

JANUARY 14, 2019

But when it comes to internal operations at least, disruption is often both bad for business and for employees, because it causes unevenness in work. This week I’d like to address sales incentives and volume discounts. 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

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. The concept of system thinking might be new to you.

System 216

System Consulting Enterprise Recruitment 216

Effective Managers

JUNE 24, 2024

Examining Practical Applications of Artificial Intelligence (AI) in Improving Business Processes Leveraging AI into business operations has become a transformative force across various industries. AI in Streamlining Operations AI technology has made significant strides in optimizing operational efficiency.

Ethics 130

Ethics Efficiency Operations ROI 130

Management Consulted

JANUARY 1, 2017

They often plan to operate it for a period of time; many choose to integrate the target with their current operations. If your client wants to integrate the target, is there potential for synergy, either by piggybacking one company’s strong areas onto the others to increase sales or by reducing operating costs?

Case Interview 154

Case Interview Interviews Intellectual Property Cash Flow 154

Markovitz Consulting

JANUARY 7, 2019

But when it comes to internal operations at least, disruption is often both bad for business and for employees, because it causes unevenness in work. Leaders won’t get an accurate picture of how the processes are operating. Next week: sales incentives and volume discounts.

Operations 160

Operations Retail Resources Productivity 160

Steve Shu Consulting

MAY 18, 2017

When I got into the weeds, the problem was essentially an operations strategy and planning project. average inventory equals average cycle time times average throughput) to validate the strategy, offer operational improvement suggestions, and calibrate the model.

Consulting 150

Consulting Analysis Operations Management 150

Consulting Matters

OCTOBER 10, 2024

Set Up Marketing, Sales, and Client Delivery for Efficiency Time is your most valuable asset, especially when you’re a parent. That’s why it’s so important to set up your marketing, sales, and client delivery systems to work for you, not against you. Efficiency is the name of the game here.

Consulting 156

Consulting How To System Efficiency 156

Epicflow

JANUARY 19, 2022

Electric Vehicles Production and Sales Will Grow. EVs are going to gain higher market shares in Europe, the United States and China and outpace ICE vehicles sales. What else should we expect in 2022? Find it out from our review of the most prominent autotrends. Autonomous Cars: Level 3 Self-Driving Private Car Becomes Available.

Automotive 238

Automotive Trends Industry System 238

Harvard Business

DECEMBER 11, 2019

The world’s biggest shopping day pushes the e-commerce giant to innovate, collaborate, and break down silos.

Sales 132

Sales Retail Operations Culture 132

Harvard Business

NOVEMBER 16, 2021

How consumer psychology can make your major sales feel like IRL events.

Sales 176

Sales Retail Operations Management 176

Steve Shu Consulting

JULY 4, 2017

One often needs to do the same thing in startups in terms of measuring sales processes and figuring out what is working and not working (e.g., in operations or product management). Consulting teaches one to be systematic and to measure results.

Consulting 150

Consulting Management Sales Operations 150

Consulting Matters

APRIL 24, 2020

I’m not a strict operator. The majority of my successes in my career have been in getting those two groups to kind of talk together and to take the engineering vision, and kind of bound it with the operational limitation, and make sure everybody is on the same page. Sometimes it’s not operational capacity.

Interviews 156

Interviews Company Marketing Operations 156

Harvard Business

JULY 20, 2018

In retail organizations, for example, marketing and sales has often provided significant value. Our research shows that using AI on customer data to personalize promotions can lead to a 1-2% increase in incremental sales for brick-and-mortar retailers alone. In advanced manufacturing, by contrast, operations often drive the most value.

Sales 132

Sales Data Retail Insurance 132

Consulting Matters

AUGUST 25, 2022

How to build your business by operating in joyful work. Related Blog, Video, or Podcast Episode: Back to the Basics in Leadership and Life with former EVP of Operations for the Walt Disney World Resort Lee Cockerell. The Balanced Way to Achieve Scale and Sale with CEO Mark Johnson. How to find balance while striving for more.

Interviews 156

Interviews Operations Consulting Video 156

Tom Spencer

FEBRUARY 1, 2020

In the methodology upheld by Kennedy as well as Consultancy.org, Management Consulting is a collective term used for all services that fall under Strategy Consulting, Operations Consulting and HR Consulting. Operations Consultants: Operations consultants are consultants who help clients improve the performance of their operations.

Consulting 135

Consulting Operations Financial Real Estate 135

Harvard Business

JUNE 6, 2018

Many manufacturers try to answer these questions using point-of-sale data, which often comes filtered by the retailers that gather the information; media coverage, which tends to focus on the new; and previous sales of their products, which reflect the past. Myth: The sales channel doesn’t matter. Insight Center.

Apparel 134

Apparel Retail Fashion Sales 134

Harvard Business

AUGUST 30, 2018

They reached out to us because we wrote a book describing how these performance outcomes would be improved with an operating model that increases motivation.). Prior to this pilot, the operating model of the stores was focused on creating emotional and economic pressure to drive performance. Focus on Learning, Not Pressure.

How To 131

How To Retail Productivity Sales 131

Management Consulted

APRIL 2, 2017

The firm’s main capabilities include: actuarial, business & organization transformation, digital, marketing and sales, operations & technology, risk management, and strategy & value sourcing. The firm has four offices in the region: in Abu Dhabi, Doha, Dubai, and Riyadh. Roland Berger.

Oliver Wyman 160

Oliver Wyman Consulting Deloitte Real Estate 160