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 105

Sales Software Tools Data 105

Successful Independent Consulting

FEBRUARY 22, 2017

Their branding helps drive sales by keeping their products or services fresh in the consumer’s mind. I used to be an expert at creating organizational change strategies for major system implementations like Oracle and SAP. Everyone in business recognizes strong brands and understands their importance.

Consulting 296

Consulting Advertising Survey Examples 296

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

Consulting Matters

JANUARY 7, 2019

So forget sales - let's master partnership set up: First, guide your future client towards articulating and quantifying their business performance gaps and the value they hope someone like you can bring to the table. Creating a simple survey that can be used to better understand issues with a select group of employees.

Consulting 224

Consulting Strategy& Strategy Strategy 224

Consulting Matters

JANUARY 7, 2019

So forget sales - let's master partnership set up: First, guide your future client towards articulating and quantifying their business performance gaps and the value they hope someone like you can bring to the table. Creating a simple survey that can be used to better understand issues with a select group of employees.

Consulting 202

Consulting Strategy& Strategy Strategy 202

Epicflow

NOVEMBER 8, 2024

The State of Project Management 2018 survey by Wellingtone reveals a harsh truth — dissatisfaction with the current level of project management maturity in organizations all over the world is higher than a year ago. The team has to know what’s priority number one.

Management 246

Management Cash Flow Industry Real Estate 246

Harvard Business

MARCH 22, 2018

A recent global survey of almost 1,300 IT and business leaders found companies are keenly aware of the importance of agile. However, the report found one group, the Agility Masters, who have been able to leverage agile throughout their company, reporting 60 percent higher revenue and profit growth than the rest of the organizations surveyed.

Agile 86

Agile Survey Company Data 86

Harvard Business

AUGUST 1, 2023

The pandemic undoubtedly changed how marketers approach channel strategy, and there is no single route to success. The authors look at five post-pandemic channel strategies gleaned from The CMO Survey and offer analysis on how marketers can operationalize these trends.

Marketing 164

Marketing Survey Trends Analysis 164

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?

Sales 70

Sales Marketing Survey Finance 70

Harvard Business

AUGUST 9, 2016

Does Your Company Have a Data Science Strategy? Sales analytics including pricing elasticity modeling, assortment planning, and sales territory design. Consumer analytics including surveys/questionnaires, customer experience research, and customer satisfaction/advocacy modeling.

Survey 70

Survey Data Research Marketing 70

LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. All those sales skills make sense.

ROI 63

ROI Training Training Sales 63

Harvard Business

MAY 29, 2017

During the past decade, we surveyed the leaders at the world’s largest companies annually through our Global Digital IQ Survey , tracking their evolving sentiments, priorities, and challenges of how they’re using technology to transform their own businesses. So much has changed since then. The answer, surprisingly, is no.

Survey 132

Survey Hotels Company Enterprise 132

Harvard Business

JUNE 20, 2016

What are the personal attributes, attitudes, and actions that influence personal sales productivity? I recently conducted an extensive study of more than 1,000 salespeople and sales management leaders to determine the attributes of top sales professionals–those who achieved more than 125% of their assigned quota last year.

Sales 131

Sales Study Methodologies Productivity 131

Harvard Business

MAY 1, 2023

Takeaways from a survey of more than 800 customer service reps.

Survey 181

Survey Wireless Media Sales 181

Consulting Matters

JUNE 30, 2020

This year, we created a survey that we administered to both new and seasoned consultants to learn more about what drives smart people to start their own consulting businesses and what stands in the way of achieving their full potential. But there are many factors that hold them back. And we're super-excited to share the findings below.

Study 156

Study Consulting Survey Methodologies 156

MishTalk

APRIL 23, 2014

The Census Bureau report New Residential Sales Report shows sales of new single-family houses in March 2014 were at a seasonally adjusted annual rate of 384,000. Sales are 14.5 percent below the revised February rate of 449,000 Sales are 13.3 from year ago Average sales price was up 4.8% from last month, 12.6%

Sales 69

Sales Survey Banking Report 69

MishTalk

FEBRUARY 13, 2014

In a rare, back-to-back performance, retail sales in the US fell for the second month after a downward revision put December sales into the red. While the two straight months of declining sales most likely reflected frigid temperatures, there were also signs of general weakness creeping in as online sales also fell.

Retail 69

Retail Sales Report Survey 69

Harvard Business

JANUARY 3, 2017

Bain & Company and ROI Consultancy Services (formerly PollBuzzer) recently surveyed almost 2,200 consumers in Atlanta and Washington, DC, about the prices at eight retail chains carrying groceries. The right combination of tactics, of course, depends on a company’s sector, strategy, and proposition to customers.

Retail 132

Retail Survey Bain Comparison 132

MishTalk

AUGUST 13, 2013

The Census Bureau reports retail sales rose for a fourth consecutive month, up 0.2% Retail sales missed economist expectations of a 0.3% Retail Sales vs. Previous Months. July 2013 Retail Sales vs. July 2012. I am not sure how much longer auto sales will lead retail sales, but sooner or later, a huge plunge is in store.

Retail 67

Retail Sales Survey Analysis 67

Harvard Business

JANUARY 2, 2018

Yet the CMO Survey reveals that nearly half of marketers are unable to show the impact of their social media investments. That’s why, no matter what your social media strategy is, it’s always a good idea to go back and make sure you have the basics covered. Your company may discover that it needs a strategic do-over.

Media 135

Media Company ROI Metrics 135

Management Consulted

OCTOBER 18, 2013

Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. In 1991, IBM approved a new world-wide services strategy to make IBM a world class services company by 1994.

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

Tom Spencer

APRIL 15, 2015

Meanwhile, booming PC sales from multiple vendors provided Microsoft and Intel with a lucrative and rapidly growing market for software and chips. Surveying the Business Landscape. What is the sales volume and market share of major competitors? Competitive Strategy. What competitive strategy is the competition pursuing?

Survey 60

Survey Industry Company Productivity 60

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% MirageC/Getty Images.

Marketing 132

Marketing Data Advertising Talent 132

Harvard Business

MAY 18, 2018

Delivering experiences that produce more B2B sales is another. Read more from Accenture Strategy: How to Become a Future-Ready Business. Complicating matters is the fact that customers don’t engage with sales channels as they used to. They miss out on growth opportunities that reside outside the traditional sales cycle.

B2B 71

B2B Accenture Strategy& Strategy 71

Harvard Business

JULY 25, 2016

A recent CMO Survey indicates that marketers plan to double their spending on social media in the next five years. 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

Chad Barr

MARCH 19, 2025

Automation & Efficiency Pre-Written Email Templates : Access an unlimited library of templates for every marketing scenario—newsletters that people actually read, promotions that convert, and surveys that gather meaningful data. Of course, I do worry occasionally that I’m making myself obsolete by sharing these AI secrets.

Marketing 52

Marketing Tools Sales Engineering 52

Tom Spencer

NOVEMBER 14, 2020

We relied on marketing professors to learn current market analysis techniques and tools, online retail platforms for data, and customer surveys to generate a majority of our insights. With a team of five, we delved into 3+ years of sales data and operational costs to create an effective final presentation.

Consulting 142

Consulting Recruiting Recruitment Sales 142

MishTalk

MAY 23, 2014

The Census Bureau Residential Home Sales report shows Sales of new single-family houses in April 2014 were at a seasonally adjusted annual rate of 433,000. Sales are 6.4 months at the current rate of sales. And please note the exceptionally wide confidence levels for Midwest sales. Supply is 5.3

Sales 62

Sales Trends Survey Methodologies 62

Wakeman Consulting Group: Dave's Blog

JUNE 9, 2023

Martin is the best strategy teacher in the world! My strategy work and thinking are built on the shoulders of giants like Roger. Enhanced marketing and sales: I don’t find most of the marketing that goes on effective and most of the sales processes are outdated. Ticket sales are off about 50%. Prices are up 7%.

Survey 52

Survey Industry Sales Marketing 52

Harvard Business

JUNE 20, 2016

First, directors face a real challenge in making sure that protection and alignment of key governance and risk management issues doesn’t crowd out equally important dialogue around strategy and operations. Company strategy – and what makes the organization distinctive – has to come first. Let’s take pay.

Company 126

Company Benchmarking Balance Sheet Intellectual Property 126

Harvard Business

MAY 25, 2016

Survey-based reports find that firms are currently spending an estimated $36 billion on storage and infrastructure, and that is expected to double by 2020. However, looking at the surveys and consulting reports, it is unclear what the precise use cases are that will drive this positive ROI from big data. Improved pricing.

Data 132

Data Advertising Operations Case Study 132

MishTalk

SEPTEMBER 29, 2014

Retail sales are down month-over-month and year-over-year in July. In the case of household consumption, says survey indicators of households and retailers were in the average July and August at a lower level than the second quarter. Expect Slower Growth It''s safe to say Spain''s growth has slowed if retail sales slowed.

Retail 74

Retail Sales Healthcare Report 74

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& 62

Strategy& Strategy Strategy Trends 62

Harvard Business

OCTOBER 24, 2017

Our research finds that some insurgent firms have prevailed on the regulatory front by using a strategy straight out of the playbook of environmental activists – mobilizing stakeholders to become political advocates. Organized demonstrations of support by stakeholder groups can send a powerful signal to policymakers.

Government 121

Government Retail Sales Pharmaceuticals 121

Wakeman Consulting Group: Dave's Blog

FEBRUARY 5, 2023

My research on pricing taught me that 69.6% of respondents wanted to know more about pricing strategies. I was putting together a lecture for Ken Troupe’s Sports Revenue Class and as part of the lecture, I jotted down a few pricing strategies. You receive. Let me share them with you this morning. The downsides are many.

Strategy& 60

Strategy& Strategy Strategy Case Study 60

Harvard Business

DECEMBER 13, 2016

Sales leaders who manage nationwide sales organizations know there is a big difference between selling between New York and North Carolina, between Kansas and California. Are there regional differences as to why study participants pursued a sales career? Here are six of the most important findings: Quota Achievement.

Sales 70

Sales Survey Study Report 70

Harvard Business

NOVEMBER 16, 2018

After surveying corruption experts and business executives (including one who went to jail for bribery) I identified four strategies: Have a resistance plan for bribe demands. GlaxoSmithKline did away with sales targets, CNN reported , and now rewards reps based on their knowledge of the needs of patients and doctors.

Management 130

Management Ethics Government Sales 130