Marketing & Sales Insights

Article

Agile in the consumer-goods industry: The transformation of the brand manager

– In the consumer-goods sector, agile ways of working aren’t an all-or-nothing proposition. Success depends on knowing where and how to deploy them.
Article

The difference between good and bad sales training: A closer look at certification

– Building sales capabilities has to evolve to deliver growth and keep up with evolving needs.
Article

Maximize the lifetime value of your sales force

– Better and more thoughtful ways to measure the potential lifetime value of each member of the sales force can not only improve... talent management but also create more value.
Video

How to modernize an established brand to drive growth

– The key to Wendy’s successful transformation? Staying true to the brand while using data to better serve customers.
Article

Cultivating the omnichannel farmer

– Smart agriculture suppliers are giving farmers what every consumer wants: a digital interface for speed and convenience and human... interaction when they need it. Here’s how they’re doing it.

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Collection

The new growth game: Beating the market with digital and analytics

A guide to how market beaters have embraced the Growth PASS: Precision, Agility, Speed, Scale.

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Special collection

Digital Sales & Analytics: Driving above-market growth in B2B

– A curated selection of articles to serve as a guide for navigating the changing sales world.

MORE INSIGHTS

Article

Bancassurance: It’s time to go digital

– As customers and banks shift to digital technologies, bancassurers need to rethink their distribution model.
Article

Driving the automotive customer experience toward the age of mobility

– Automotive brands need to refine and digitize the customer experience they provide—otherwise they will not be ready to develop... into the mobility providers of tomorrow.
Report

Winning tomorrow’s car buyers using artificial intelligence in marketing and sales

– AI holds great potential for the automotive industry. Here’s what you need to know about its applications in marketing and... sales.
Article

Now or never: Immediacy and customer experience in fashion retail

– To serve and inspire shoppers, retailers and brands need to think through how new technology has changed the customer decision... journey.
Article

A new path for telco customer engagement

– Next-generation marketing and sales techniques offer incumbents real opportunity to thrive in a challenging landscape.
Article

Bringing agile to customer care

– Early adopters are achieving impressive performance gains by empowering frontline workers to excel as team-based problem solvers.
Article

Getting the best customer service from your IVR: Fresh eyes on an old problem

– Interactive voice response (IVR) systems have one major flaw: people don’t like them. To address this, companies need to... rethink their design priorities and put customer experience first.
Article

How advanced analytics can help contact centers put the customer first

– Companies without advanced analytics are leaving significant customer-service improvements on the table. But to fully reap the... advantages of advanced analytics, organizations must have the right foundations in place to make the most of their data.
Article

How to capture what the customer wants

– Companies often fail across digital channels because they are insufficiently aware of the real needs and preferences of their... customers across omnichannel journeys.
Podcast

Discussions in digital: Coping with the new normal between marketers and marketing agencies

– Changing consumer behaviors and the ever-shifting digital frontier are demanding new marketing capabilities and new ways of working... with agencies.
Article

Customer experience as a value driver in German retail banking

– New research shows that when banks invest in delighting their customers, the returns are significant and measurable.
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