McKinsey on Marketing & Sales

McKinsey on Marketing & Sales We help clients deliver above-market growth. http://www.mckinseyonmarketingandsales.com/
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07/19/2017

The definitive view on how #CX drives growth. PDF of compendium features latest McKinsey & Company thinking. http://ow.ly/IBwC30dKs2y

The secret is in customization: dynamic-pricing solutions must be tailored to a retailer’s business context, objectives,...
03/31/2017
How retailers can drive profitable growth through dynamic pricing

The secret is in customization: dynamic-pricing solutions must be tailored to a retailer’s business context, objectives, and ways of working.

The secret is in customization: dynamic-pricing solutions must be tailored to a retailer’s business context, objectives, and ways of working.

Technology has finally advanced to the point where marketers can use real-time data in a way that is both meaningful to ...
03/26/2017
The heartbeat of modern marketing: Data activation and personalization

Technology has finally advanced to the point where marketers can use real-time data in a way that is both meaningful to customers and profitable for companies.

Technology has finally advanced to the point where marketers can use real-time data in a way that is both meaningful to customers and profitable for companies.

To drive revenue growth in the digital age, new data shows that marketing leaders are upgrading data-collection technolo...
03/22/2017
Meet your new MOM (Marketing Operating Model)

To drive revenue growth in the digital age, new data shows that marketing leaders are upgrading data-collection technology, collaborating closely with IT, and focusing on test-and-learn agility.

To drive revenue growth in the digital age, new data shows that marketing leaders are upgrading data-collection technology, collaborating closely with IT, and focusing on test-and-learn agility.

Companies can put their information to work by teasing out novel patterns, driving productivity, and creating new soluti...
03/19/2017
Capturing value from your customer data

Companies can put their information to work by teasing out novel patterns, driving productivity, and creating new solutions.

Companies can put their information to work by teasing out novel patterns, driving productivity, and creating new solutions.

Each company’s path to a new operating model is unique. But successful transformations are all constructed with the same...
03/12/2017
How to start building your next-generation operating model

Each company’s path to a new operating model is unique. But successful transformations are all constructed with the same set of building blocks.l

Each company’s path to a new operating model is unique. But successful transformations are all constructed with the same set of building blocks.

Digital technology, despite its seeming ubiquity, has only begun to penetrate industries. As it continues its advance, t...
03/06/2017
The case for digital reinvention

Digital technology, despite its seeming ubiquity, has only begun to penetrate industries. As it continues its advance, the implications for revenues, profits, and opportunities will be dramatic.

Digital technology, despite its seeming ubiquity, has only begun to penetrate industries. As it continues its advance, the implications for revenues, profits, and opportunities will be dramatic.

In the digital age, consumers are always shopping around. New research shows that hooking them early is the strongest pa...
02/25/2017
The new battleground for marketing-led growth

In the digital age, consumers are always shopping around. New research shows that hooking them early is the strongest path to growth.

In the digital age, consumers are always shopping around. New research shows that hooking them early is the strongest path to growth.

Digital can give chemical companies the power to unlock more than $200 billion of new value by reducing cost to serve, i...
02/22/2017
Demystifying digital marketing and sales in the chemical industry

Digital can give chemical companies the power to unlock more than $200 billion of new value by reducing cost to serve, improving pricing, and for fast movers, capturing growth from competitors.

Digital can give chemical companies the power to unlock more than $200 billion of new value by reducing cost to serve, improving pricing, and for fast movers, capturing growth from competitors.

Real life at McKinsey
02/21/2017

Real life at McKinsey

Adriana, a junior associate with the EMEA #Marketing & #Sales Practice, based in #Milan, “started in McKinsey’s recruiting process while working for another company that I really loved and where I’d spent three years. The process was straightforward, but the people positively surprised me. They were so kind and understanding. They helped me articulate how my professional needs were changing and helped me find the best role to fit my skills and preferences.”
#McKCareers #McKWomen
~with McKinsey on Marketing & Sales

Our colleagues Jonathan Gordon, Nils Liedtke, and Bjoern Timelin provide a great overview about the three ways companies...
02/16/2017
Now, New, Next: How Growth Champions Create New Value

Our colleagues Jonathan Gordon, Nils Liedtke, and Bjoern Timelin provide a great overview about the three ways companies create new organic growth.

What do plastic toys, headphones, and razor blades have in common? They are established categories where companies found spectacular growth. Here's how.

Executives who know how to set up and manage agency relationships are best positioned to improve their marketing ROI.
02/08/2017
How to get the most from your agency relationships in 2017

Executives who know how to set up and manage agency relationships are best positioned to improve their marketing ROI.

Executives who know how to set up and manage agency relationships are best positioned to improve their marketing ROI.

02/02/2017
www.mycustomer.com

Our colleague Channie Mize shares her insights following NRF 2017, highlighting the three key things that retailers should take from this year’s event.

02/01/2017
STI-Analytics

Our colleague Paul Thompson shares his insights with Shopper Technology Institute members about the methodical approach that CPG organizations need to adopt in order to ensure that data-driven insights create true value across a business.

McKinsey research shows that when it comes to sales reps, one size does not fit all: The characteristics of high perform...
01/31/2017
Hiring successful sales people: One size doesn't fit all - McKinsey & Company

McKinsey research shows that when it comes to sales reps, one size does not fit all: The characteristics of high performing sales reps depend critically on the sales model.

Startups and growth companies are losing time and money by not hiring the right sales reps, or by failing to support the reps they do hire with sufficient coaching, training, and commercial capabilities. Our research shows that when it comes to sales reps, one size does not fit all: The characteris...

Beware of letting acquisitions take priority over organic growth.
01/30/2017
The value premium of organic growth

Beware of letting acquisitions take priority over organic growth.

Beware of letting acquisitions take priority over organic growth.

B2B companies fall short of their B2C counterparts in key areas of our Digital Quotient assessment.
01/20/2017
Measuring B2B’s digital gap

B2B companies fall short of their B2C counterparts in key areas of our Digital Quotient assessment.

B2B companies fall short of their B2C counterparts in key areas of our Digital Quotient assessment.

01/11/2017
Fast Forward Promo

Recently we partnered with Salesforce to host Fast Forward on Growth, our Marketing and Sales Leaders Forum in London. Check out the video highlights from the day, which focused on how to drive top-line growth in today's disruptive economic climate

Providing an omnichannel customer experience requires companies to become more flexible and responsive.
01/09/2017
Omnichannel, not omnishambles

Providing an omnichannel customer experience requires companies to become more flexible and responsive.

Providing an omnichannel customer experience requires companies to become more flexible and responsive.

Analytics plays an increasingly important role in B2B sales—and high-performing sales organizations take it to a new lev...
12/15/2016
Unlocking the power of data in sales

Analytics plays an increasingly important role in B2B sales—and high-performing sales organizations take it to a new level to differentiate themselves from the also-rans.

Analytics plays an increasingly important role in B2B sales--and high-performing sales organizations take it to a new level to differentiate themselves from the also-rans.

Big data’s potential just keeps growing. Taking full advantage means companies must incorporate analytics into their str...
12/12/2016
The age of analytics: Competing in a data-driven world

Big data’s potential just keeps growing. Taking full advantage means companies must incorporate analytics into their strategic vision and use it to make better, faster decisions.

Big data’s potential just keeps growing. Taking full advantage means companies must incorporate analytics into their strategic vision and use it to make better, faster decisions.

Older customers will drive growth in developed markets. But few companies truly understand this segment—and its nuances.
12/06/2016
Getting to know urban elderly consumers

Older customers will drive growth in developed markets. But few companies truly understand this segment—and its nuances.

Older customers will drive growth in developed markets. But few companies truly understand this segment--and its nuances.

In a recent interview with Salesforce, our colleague Homayoun Hatami shares his views on how to find sales growth amid d...
11/22/2016
Finding Sales Growth Amid Disruption

In a recent interview with Salesforce, our colleague Homayoun Hatami shares his views on how to find sales growth amid disruption.

We are excited to share today’s guest blog post by Homayoun Hatami, senior partner at McKinsey & Company, leading the EMEA Marketing & Sales practice

11/17/2016
Demystifying agile marketing

Demystifying agile marketing - a day in the life of an agile team.

Everyone wants to be “agile” these days. Here’s how successful companies put together the teams and the capabilities to actually make it happen at scale.

11/16/2016
Black Friday shopping report: Consumer habits are changing fast

More than 50% of surveyed consumers say they won't shop on Black Friday.

Consumers simply want a better experience. Black Friday has been evolving in recent years, with more online spending,less in-store shopping, and a general concern that promotions aren’t always as g

Everyone wants to be “agile” these days. Here’s how successful companies put together the teams and the capabilities to ...
11/15/2016
Making your marketing organization agile: A step-by-step guide

Everyone wants to be “agile” these days. Here’s how successful companies put together the teams and the capabilities to actually make it happen at scale.

Everyone wants to be “agile” these days. Here’s how successful companies put together the teams and the capabilities to actually make it happen at scale.

Just 39 percent of companies either have one or more senior-level executives leading the charge on customer experience o...
11/10/2016
Why Your Company Needs A Chief Customer Officer

Just 39 percent of companies either have one or more senior-level executives leading the charge on customer experience or have a similar “customer-first” mandate.

By Chris Davis, Alex Kazaks and Alfonso Pulido shutterstock Wanted: Seasoned executive to become a champion of the customer. Must be adept at breaking down organizational silos to create a persistent customer-first mentality across physical and digital channels. Requirements include diplomacy skills...

Forward-looking sales plans drive sales in areas where competitors have yet to arrive.
11/08/2016
The 7 biggest trends upending sales today

Forward-looking sales plans drive sales in areas where competitors have yet to arrive.

Sales trends that differentiate best-in-class sales leaders I spend all of my time with sales executives across different countries and sectors, helping them think through their sales strategies. W

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