Harvard Business

JULY 25, 2018

Productive: “Achieving or producing a significant amount of result.” ” As a time management coach, I’m keenly aware that you could answer the question “Am I productive enough?” I’m also familiar with the fact that individuals fall on a productivity spectrum.

Productivity 132

Productivity Time Management Tools Meeting 132

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 137

Sales Metrics B2B Culture 137

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

Effective Managers

JUNE 24, 2024

In marketing, AI-driven tools analyze consumer data to personalize marketing efforts, tailor promotions, and optimize pricing strategies. These tools can assess the effectiveness of marketing campaigns in real-time, allowing for quick adjustments to maximize ROI. Furthermore, AI can enhance employee engagement and development.

Ethics 243

Ethics Efficiency Operations ROI 243

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the data from sources such as CRM reporting tools and time studies is self-reported, and thus inherently flawed. Related Video.

Sales 129

Sales Software Productivity Data 129

Tom Spencer

OCTOBER 25, 2024

For instance, AI-driven customer relationship management tools can automate data entry, lead scoring , content marketing, follow-up emails, and generating reports, freeing up employees to focus on more strategic activities like developing growth strategies, enhancing customer relationships, and driving innovation.

Small Business 78

Small Business Data Efficiency Tools 78

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 128

Sales Data Company Examples 128

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

Consulting Success

DECEMBER 18, 2017

Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. Without a passion for journalism, he knew he needed to make a career change and graduated into sales.

System 133

System Sales Consulting Methodologies 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

Consulting Success

JULY 24, 2017

In this episode, Gordon and I discuss the value of white papers as content-filled marketing tools that you can use to set yourself apart as the expert consultant companies want to hire. A white paper is a simple product that sums up a your best thinking — it can be your best shot at outshining your competitors.

How To 257

How To Consulting Case Studies Case Study 257

David A Fields

OCTOBER 16, 2014

The extraordinary, new product he adopted didn’t do much to hide his shiny pate, but it did invigorate sales at his retail store. What was this amazing new tool? Thirty-plus years later, you can use the same device to lift your consulting practice to a higher level of performance. The spreadsheet. Uncle Neil, […].

Retail 170

Retail Tools Sales Consulting 170

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. Top performers are more likely to: employ truly tailored pricing at the individual customer and product level.

B2B 138

B2B Survey Company Sales 138

Successful Independent Consulting

FEBRUARY 22, 2017

Their branding helps drive sales by keeping their products or services fresh in the consumer’s mind. Everyone in business recognizes strong brands and understands their importance. These brands represent certain values. Independent consultants need to think the same way. Have fun and don’t take yourself too seriously.

Consulting 296

Consulting Advertising Survey Examples 296

Chad Barr

MARCH 12, 2025

ChatGPT Canvas is a powerful tool that streamlines the writing process, enhances creativity, and enables seamless collaboration. Leveraging ChatGPT Canvas can significantly boost your productivity and content quality. Saving Time & Enhancing Productivity For professionals who create content regularly, efficiency is key.

Efficiency 52

Efficiency Tools Productivity Media 52

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

Harvard Business

NOVEMBER 16, 2018

Yet despite these high stakes, and the growing adoption of sophisticated analytics, many retailers continue to take a broad-brush approach to running promotions that results in missed sales and profits. The good news is that many large retail organizations already have the tools and data they need to craft more effective promotions.

Retail 128

Retail Apparel Sales Fashion 128

Markovitz Consulting

JANUARY 14, 2019

This week I’d like to address sales incentives and volume discounts. Sales incentives—for example, bonuses to meet monthly or quarterly revenue goals—cause salespeople to stuff the company’s distribution channels with inventory far in excess of consumer demand.

Turnaround 133

Turnaround Sales Operations Productivity 133

Harvard Business

DECEMBER 18, 2018

I’ve spent 16 years in technology sales, with most of that spent in sales leadership at Salesforce and other technology companies. I’ve had the luxury of observing great sales professionals in tech and beyond and have observed that the top performers share some of the same patterns, habits, and characteristics.

Sales 133

Sales Resources Productivity Exercises 133

Harvard Business

JANUARY 2, 2018

For example, research has found that 93% of Pinterest users plan purchases on the platform and 87% have made a purchase after seeing a product they liked. Instagram has played an integral role in helping to lift sales for brands including Gatorade. Stories that evoke emotion tend to perform better than straight sales messages.

Media 136

Media Company ROI Metrics 136

Harvard Business

OCTOBER 13, 2017

Many leaders look at profit margin, which measures the total amount by which revenue from sales exceeds costs. But if you want to understand how a specific product contributes to the company’s profit, you need to look at contribution margin. You might think of this as the portion of sales that helps to offset fixed costs.

How To 134

How To Boston Consulting Group Sales Productivity 134

Consulting Matters

MARCH 9, 2020

If you're going to invest in personal development, invest in the skills and tools you may not have like marketing and sales. Many consultants and coaches think it's the dream to have someone else do their marketing and sales and just bring them clients. But I would ask you, "Is it the dream?"

Consulting 285

Consulting Marketing Comparison Sales 285

Consulting Matters

JANUARY 15, 2020

To attract the right people into your sales funnel, you have to know who they are. Articulate your value proposition and products and services in such a way that demonstrates to your ideal clients that you are the one to solve their problems and transform their pain points into catalysts for growth. Become a Master Problem Solver.

How To 227

How To Training Training Consulting 227

Epicflow

NOVEMBER 8, 2024

The capacity of HHI is superior to its competitors — a four-kilometer Ulsan shipyard with nine huge “Goliath Cranes,” 16,000 well-trained and experienced people in production, R&D, management, and administration, and the ability to manufacture any ship of any size with superb quality and the highest deadweight tonnage in the world.

Management 222

Management Cash Flow Industry Real Estate 222

Effective Managers

JUNE 24, 2024

In marketing, AI-driven tools analyze consumer data to personalize marketing efforts, tailor promotions, and optimize pricing strategies. These tools can assess the effectiveness of marketing campaigns in real-time, allowing for quick adjustments to maximize ROI. Furthermore, AI can enhance employee engagement and development.

Ethics 130

Ethics Efficiency Operations ROI 130

Chad Barr

FEBRUARY 5, 2025

.” — Peter Drucker In today’s rapidly evolving digital landscape, artificial intelligence (AI) is no longer just another tool; it’s a transformative force reshaping how we think, work, and innovate. Instead, it’s a tool to augment your expertise.

Tools 52

Tools Data Ethics Metrics 52

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 133

Marketing Case Studies Case Study Sales 133

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). Related Video.

Company 166

Company Survey Finance Engineering 166

Harvard Business

SEPTEMBER 27, 2017

Unilever has acquired Dollar Shave Club , a young startup, for $1 billion in a move to introduce a new model of subscription sales. And at Greycroft, a venture capital firm, investor Teddy Citrin has laid out a veritable map for the further disruption of every consumer products category.

Media 136

Media Fashion Agile Sales 136

Harvard Business

AUGUST 9, 2018

While most for-profit companies start with product and then subsequently segment customers based on profit potential (higher lifetime value and lower acquisition costs), the most successful nonprofits commit first to reaching an underserved population, which often includes higher acquisition costs and lower lifetime value.

Nonprofit 131

Nonprofit Strategy& Strategy Strategy 131

Harvard Business

AUGUST 23, 2017

Many other companies, including Microsoft and Amazon, also already offer AI tools which, like Google Cloud, where I work, will be sold online as cloud computing services. There are numerous other AI products available to business, like IBM’s Watson, or software from emerging vendors. ” Focus on Customer Experience.

Company 138

Company Data Training Training 138

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world.

How To 162

How To Sales Consulting Education 162

Clarity Consultants

SEPTEMBER 30, 2024

It involves comparing the cost of training programs to the benefits they bring, such as increased productivity, improved employee performance , and reduced turnover rates. Surveys and interviews can be practical tools for gathering this information.

ROI 147

ROI Training Training Metrics 147

Harvard Business

NOVEMBER 6, 2018

One type of data scientist creates output for humans to consume, in the form of product and strategy recommendations. Data science for humans: the consumers of the output are decision makers like executives, product managers, designers, or clinicians. They are decision scientists. They are modeling scientists. What are some examples?

Data 132

Data Engineering Software Metrics 132

LSA Global

JULY 15, 2024

How to Deliver Better Sales Training We know from sales assessment data that far too many sales teams lack the proper business sales training , sales coaching, and sales support to consistently meet or exceed their sales targets. Most organizations need higher sales rep.

Training 56

Training Training Sales Culture 56

Harvard Business

AUGUST 30, 2018

Productivity (revenue divided by expense) increased by 20% year over year (far more than the 9% increase in revenue that the control group stores averaged); customer satisfaction increased by 11% (the control group saw it decrease by 4%); and sales increased by 8% (the control group saw only a 2% increase). There were rules.

How To 131

How To Retail Productivity Sales 131

Harvard Business

MAY 30, 2018

For example, while it is true that search advertising can be correlated with purchase because customers are in a motivated state to buy, it does not follow that ads caused sales. For example, a request to assess how marketing promotions affect sales should also account for the effect of promotions on brand equity.

Marketing 133

Marketing Data Advertising Talent 133