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

APRIL 12, 2018

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend.

Sales 99

Sales How To Turnaround Trends 99

Harvard Business

JULY 8, 2016

Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams. Now a new breed of software applications is reshaping sales force management. No strategy is static.

Sales 104

Sales Software Tools Data 104

Harvard Business

SEPTEMBER 1, 2016

We know, for example, that the more hours a day adults believe they use their strengths , the more likely they are to report having ample energy, feeling well-rested, being happy, smiling or laughing a lot, learning something interesting, and being treated with respect. 10%-19% increase in sales. 14%-29% increase in profit.

Development 132

Development Sales Talent Study 132

Epicflow

AUGUST 30, 2024

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

Operations 204

Operations Management Efficiency Resources 204

Harvard Business

DECEMBER 20, 2018

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen analyst reports. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. The result?

Sales 132

Sales How To Metrics Tools 132

Epicflow

NOVEMBER 8, 2024

Credit: HHI’s Integrated Report 2017 According to the HHI Integrated Report 2017 , the shipping industry was severely impacted by the global recession and confronted stagnation. Credit: HHI’s Integrated Report 2017 World Maritime News reports that HHI has now set a target of $65.2 billion in revenue by 2022.

Management 222

Management Cash Flow Industry Real Estate 222

Harvard Business

AUGUST 31, 2017

But this decision is more important for Netflix because of its exclusive content strategy — the platform has every incentive to make you forget about all the movies it doesn’t have. In other words, out of sight, out of mind. We love Netflix shows like Orange Is the New Black and Luke Cage.

Film 134

Film Culture Strategy Strategy& 134

Consulting Matters

JANUARY 9, 2020

Leaders who is reticent about holding their direct reports accountable for poor performance might seek out coaches, which is not what coaching is intended for. As long as you're skilled at sales and negotiations, you can easily land a single a client that could provide a good portion of your annual income. Coaches are not therapists.

Consulting 288

Consulting Leadership ROI Travel 288

Harvard Business

JULY 27, 2017

According to Mary Meeker’s latest Internet Trends Report , smartphones are now in the hands of 3.4 To get there, companies should take the time to level-set their efforts with three strategic exercises: Reexamine your goals and strategy. Do not just copy competitors or blindly follow the hype cycle.

Strategy 111

Strategy Strategy& Strategy Metrics 111

Consulting Matters

FEBRUARY 17, 2020

I started to suspect that I was when I was presenting some difficult feedback to a client about their sales practices. I had sat with over 100 focus group participants and heard story after story about the impact of the company's unethical sales practices on their lives. I didn't realize I was an empath for a long time.

Consulting 207

Consulting Video Case Interview Energy 207

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 12, 2018

Here are some of the strategies that we’ve used, which are hopefully helpful for your business whether it’s an early-stage startup with limited funding or a more mature organization that has a restricted budget. At our company, Hatch Apps , we’ve learned to get creative.

Strategy 131

Strategy Strategy& Strategy Recruitment 131

Harvard Business

OCTOBER 31, 2016

For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. Somewhere else? This is a problem for several reasons.

Sales 70

Sales Marketing Survey Finance 70

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

B2B 136

B2B Survey Company Sales 136

Harvard Business

APRIL 2, 2018

A major reason companies don’t get credit for their good works is they employ a one-size-fits-all strategy to communicating their efforts, while what’s needed are focused messages that matter to each of their four different audiences: corporate watchdogs such as social media activists, NGOs, and government agencies.

Company 124

Company Advertising Report Sales 124

Harvard Business

NOVEMBER 12, 2018

Success comes, rather, by embracing a role as the facilitator of growth for the business and the four most important levers of that growth: Brand: This is the traditional role of the CMO: the architect of the brand strategy and the one who establishes the brand’s position within the marketplace and relative to the competition.

How To 128

How To Sales Marketing Productivity 128

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 Study Case Studies Sales 133

Consulting Matters

DECEMBER 16, 2022

The overall organizational system includes three primary systems: The business strategy is all about WHAT the organization wants to accomplish. The organization strategy is about HOW the organization will achieve its business strategy. The people strategy is about the WHO.

Consulting 156

Consulting System Sales Meeting 156

Harvard Business

MAY 30, 2018

The most recent results from The CMO Survey conducted by Duke University’s Fuqua School of Business and sponsored by Deloitte LLP and the American Marketing Association reports that the percentage of marketing budgets companies plan to allocate to analytics over the next three years will increase from 5.8% The Data Analyst Challenge.

Marketing 132

Marketing Data Advertising Talent 132

Harvard Business

JULY 25, 2016

Yet IBM’s C-Suite Study reports that nearly half of CMOs believe they are not prepared to manage the challenges of social media. This disparity highlights an important, and potentially costly, problem: Marketers continue to increase social media spending, yet many are still uncertain about management, strategies, and integration.

Media 70

Media Strategy Strategy& Strategy 70

1 to 1

JANUARY 17, 2025

The way we think about AI is really enabling and accelerating our strategies, she said. Customers are willing to share data about themselves if they think it will improve their shopping experiences, said Olivia Kwon Best, general manager of Adobes digital strategy group. In 2025, 37% of U.S.

Data 26

Data Report Retail Media 26

Harvard Business

OCTOBER 13, 2016

While the number of executives reporting to the CEO has doubled, only 35% of Fortune 500 and S&P 500 companies have COOs, who are responsible for integration across business units or functions. Yes, scan an annual report’s executive summary. Who among your current sales team has this ability?

Strategy 70

Strategy Strategy& Strategy Hotels 70

Harvard Business

JANUARY 3, 2017

Retail sales through digital channels (including mobile sales) increased by a massive 23% in 2015. Amazon is the biggest beneficiary, now accounting for 26% of all online retail sales. Omnichannel strategy is a panacea for a difficult environment. The correlations we report here shouldn’t be confused with causation.

Retail 134

Retail Study Sales Fashion 134

Harvard Business

JUNE 20, 2016

My guess is that while a poor balance sheet might cause restless sleep, it’s the thought of an incorrectly reported balance sheet that brings on night terrors. But in an era where governance and risk agendas are driving board conservatism, there is real risk that these data sets will be used to drive conformity, not evaluate strategy.

Company 126

Company Benchmarking Balance Sheet Intellectual Property 126

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. Let’s delve into the intricacies of constructing an effective sales strategy that makes sense to your people, your customers, and your business as a whole.

Sales 36

Sales Strategy Strategy& Strategy 36

LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. Let’s delve into the intricacies of constructing an effective sales strategy that makes sense to your people, your customers, and your business as a whole.

Sales 36

Sales Strategy Strategy& Strategy 36

Harvard Business

NOVEMBER 29, 2016

But there’s a surprising insight in the data released by the National Retail Federation : 36% of shoppers reported that all of their purchases were on sale; 11% made that claim in 2015. Here are four margin-preserving price strategies that can be used to entice consumers to purchase now. Offer Flash Sales.

Retail 70

Retail Strategy Strategy& Strategy 70

Harvard Business

MAY 29, 2017

Nearly everyone experiences difficult conversations at work, whether with peers, managers, clients, or direct reports. Consider the case of a sales director I once worked with named Richard. He needed to get their feedback and then craft a strategy that was in line with his new company’s values. Jim Whitehurst.

Sales 134

Sales Meeting Strategy Strategy& 134

Harvard Business

NOVEMBER 16, 2018

According to my own research into dozens of bribery cases and five years of reporting on four continents, it’s because executives believe that their competitors are using bribery as a tool to get ahead, so they must, too. authorities on charges of overseas bribery. Why do kickbacks continue? How can companies kick this habit?

Management 129

Management Ethics Government Sales 129

Chad Barr

MARCH 12, 2025

Unlike traditional static responses, the Canvas provides a dedicated space where content can be refined, making it ideal for writing articles, reports, newsletters, scripts, and much more. Set Clear Objectives – Define what you want to create, whether it’s an article, a presentation, a social media post, or a sales email.

Efficiency 52

Efficiency Tools Productivity Media 52

Tom Spencer

JUNE 9, 2023

As a result, businesses are able to provide recommendations that simultaneously enhance customer satisfaction and increase sales revenue. For example, in industries like finance and accounting, AI-powered systems can process invoices, perform data entry tasks, and generate financial reports with minimal human intervention.

Data 147

Data Operations Efficiency System 147

Harvard Business

FEBRUARY 2, 2018

of all book sales in the United States. A recent report in the Journal of Management noted that of nearly 25,000 academic articles on performance, only a fraction include what psychologists call within person variance , which describes ranges, such as that between individuals’ top, average and worst performances. John Coleman.

Benchmarking 134

Benchmarking Comparison Research Sports 134

Successful Independent Consulting

NOVEMBER 30, 2023

Use prompts like "Generate ideas for improving client engagement" or "Brainstorm innovative strategies for project XYZ." Drafting Assistance - Let ChatGPT assist in drafting proposals, reports, or blog posts. Doing assessments: Brainstorm questions, format surveys, summarize data, and even design robust reporting tools.

Productivity 195

Productivity Consulting Tools Efficiency 195

LSA Global

SEPTEMBER 2, 2024

When to Change Business Strategies: The Top 5 Reasons We know from organizational culture assessment data that the way work gets done must change when strategies change. When to Change Business Strategies? Strategy retreats and new business models take precious time, effort, and resources to get right. New laws (e.g.,

Strategy 63

Strategy Strategy& Strategy Trends 63

Harvard Business

NOVEMBER 14, 2018

” In June 2016, the EEOC issued a first-of-its-kind report on harassment in the workplace. Many of the people in these roles know—as we do—that stopping and preventing workplace harassment is not only a moral imperative, it is also sound corporate strategy.

Report 126

Report Financial Talent Policies 126