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3 Strategies to Boost Sales and Marketing Productivity
Sales and marketing Digital ArticleNew research from Bain shows what the most productive companies do differently. -
How to Fight a Price War
Marketing Magazine ArticleIf you find yourself facing a price war, you’ll need to understand how it started in order to respond effectively. Often the best counterattack does not involve a retaliatory price cut. -
Know Your Customers' "Jobs to Be Done"
Sales & Marketing Magazine ArticleFirms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors,... -
How to Design an AI Marketing Strategy
IT management SpotlightWhat the technology can do today—and what’s next -
The Elements of Value
Sales & Marketing Magazine ArticleWhat consumers truly value can be difficult to pin down and psychologically complicated. But universal building blocks of value do exist, creating opportunities... -
How Brand Building and Performance Marketing Can Work Together
Sales & Marketing Magazine ArticleMarketers often worry that performance marketing and its focus on short-term sales is crowding out brand-building activities aimed at enhancing customer... -
Exploit the Product Life Cycle
Sales & Marketing Magazine ArticleThe product life cycle measures the likelihood, character, and timing of competitive and market events. A product strategy that includes some sort of... -
Research: How Cultural Differences Can Impact Global Teams
Sales & Marketing Digital ArticleAnd what managers can do to help their international teams succeed. -
The Elusive Green Consumer
Consumer behavior Magazine ArticlePeople say they want sustainable products, but they don’t tend to buy them. Here’s how to change that. -
A Refresher on A/B Testing
Technology & Operations Digital ArticleSpoiler: Many people are doing it wrong. -
Welcome to the Experience Economy
Economic cycles and trends Magazine ArticleAs goods and services become commoditized, the customer experiences that companies create will matter most. -
The New Science of Customer Emotions
Sales & Marketing Magazine ArticleWhen a company connects with customers' emotions, the payoff can be huge. Yet building such connections is often more guesswork than science. To remedy... -
The Globalization of Markets
Globalization Magazine ArticleMany companies have become disillusioned with sales in the international marketplace as old markets become saturated and new ones must be found. How can they customize products for the demands of new markets? Which items will consumers want? With wily international competitors breathing down their necks, many organizations think that the game just isn’t worth […] -
How to Measure Inclusion in the Workplace, Chinese Version
Sales & Marketing Digital ArticleSeven key elements to look at, according to research. -
Branding in the Age of Social Media
Sales & Marketing Magazine ArticleSocial media was supposed to usher in a golden age of branding. But things didn't turn out that way. Marketers originally thought that Facebook, YouTube,... -
Business Marketing: Understand What Customers Value
Marketing Magazine ArticleGauging—and communicating—what your products and services are worth to customers has never been more important. -
A Better Way to Map Brand Strategy
Sales & Marketing Magazine ArticleCompanies may want to shift a brand's position--to exploit less crowded territory, for example, or grow sales. Companies have long used perceptual mapping... -
Neuromarketing: What You Need to Know
Sales & Marketing Magazine ArticleThe field of neuromarketing, sometimes known as consumer neuroscience, studies the brain to predict and potentially even manipulate consumer behavior... -
The Value of Keeping the Right Customers
Marketing Digital ArticleA refresher on customer churn rate. -
High-Performance Marketing: An Interview with Nike’s Phil Knight
Leadership Magazine ArticleNike is a champion brand builder. Its advertising slogans—“Bo Knows,” “Just Do It,” “There Is No Finish Line”—have moved beyond advertising into popular expression. Its athletic footwear and clothing have become a piece of Americana. Its brand name is as well-known around the world as IBM and Coke. So it may come as a surprise […]
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A Step-by-Step Guide to Real-Time Pricing
Pricing strategy Magazine ArticleAn advanced AI model considers much more than what competitors are charging. -
Research: Consumers Choose Shared Experiences Over Quality Ones
Customer experience Digital ArticleUnderstanding why can help marketers boost their customers’ satisfaction. -
E-Commerce Platforms Must Prioritize the Consumer-Influencer Relationship
Social media Digital ArticleTurn the emotional relationships your company has with its followers into revenue. -
Should You Launch Products During a Recession?
Product launches Magazine ArticleCountercyclical rollouts can be a smart tactic—but you need to keep several factors in mind. - SPONSORED CONTENT FROM SAP
A Fresh Approach to B2B Sales and Service
Sales and marketing Sponsor ContentReport Collection Sponsored By SAP - SPONSOR CONTENT FROM INTUIT MAILCHIMP
How AI Can Scale Personalization and Creativity in Marketing
Automation Sponsor ContentSponsor content from Intuit Mailchimp. -
Using AI to Build Stronger Connections with Customers
AI and machine learning Digital ArticleSmart companies are using Gen AI to enhance — not automate — the customer experience. -
How the Pandemic Changed Marketing Channels
Marketing Digital ArticleA new survey of more than 300 marketing leaders identified five key trends. -
How Brand Building and Performance Marketing Can Work Together
Sales & Marketing Magazine ArticleMarketers often worry that performance marketing and its focus on short-term sales is crowding out brand-building activities aimed at enhancing customer... - SPONSORED CONTENT FROM SAP
A Fresh Approach to B2B Sales and Service
Sales and marketing ResearchReport Collection Sponsored By SAP -
3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal
Sales and marketing Digital ArticleA quick retrospective can not only help sales, but also marketing, product, and finance teams. -
Research: How to Effectively Market Green Products
Business management Digital ArticleA study involving nine leading brands reveals the messaging that resonates and boosts market share. -
Tackling the Problem of Subscribers Who Binge…Then Bail
Customer strategy Digital ArticleThree strategies to help streaming services reduce subscriber churn. -
Marketing When Budgets Are Down
Marketing Digital ArticleHow enterprise leaders can deliver results in scarce times — and build the capabilities to fuel future growth. -
How the Best Brand-Influencer Partnerships Reach Gen Z
Sales and marketing Digital ArticleFive lessons from companies leaning into the creator economy. -
How Retailers Can Capitalize on the “Refund Effect”
Consumer behavior Digital ArticleResearch finds that consumers treat refunds as money they’ve already spent. -
3 Strategies to Boost Sales and Marketing Productivity
Sales and marketing Digital ArticleNew research from Bain shows what the most productive companies do differently. - SPONSOR CONTENT FROM MELTWATER
Why Every Modern Enterprise Organization Needs Insight-Driven Marketing
Marketing Sponsor ContentSponsor content from MELTWATER. -
How Tech Is Transforming Entry-Level, Customer-Facing Jobs
IT management Digital ArticleTakeaways from a survey of more than 800 customer service reps. -
How Brands and Influencers Can Make the Most of the Relationship
Brand management Magazine ArticlePaid promotions cause followers to desert. Here’s how to limit the damage.
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Measuring True Value at Ambuja Cement
Sales & Marketing Case Study8.95View Details -
Apple Watch (B): Would You Bet On It?
Sales & Marketing Case Study5.00View Details Apple Watch (B) is a companion case to Apple Watch (A). The (B) case describes events that took place immediately after the Apple Watch launch in April... -
Kalahut: Where is Art and Culture Needed Most?
Sales & Marketing Case Study8.95View Details Kalahut: The House of Arts (Kalahut) was an Indian e-commerce site that connected instructors specialized in traditional Indian arts and cultural forms... -
Clothing Chris and Chrissie
Leadership & Managing People Case Study8.95View Details -
Colgate: Regaining Leadership in India's Sensitive Teeth Market
Sales & Marketing Case Study8.95View Details In April 2013, Colgate-Palmolive, a long-term front runner in a consumer goods business that specialized in oral care products, lost its dominance for... -
Lumière: Supporting a Virtual Workspace on the Cloud
Technology & Operations Case Study8.95View Details In early 2015, the chief information officer at Lumière Business Solutions (Lumière) was reflecting on the impact of technology on the company's business... -
Yardstick: In Search of Segment and Strategy in The Education Industry
Management Case Study8.95View Details In May 2021, the founder of Yardstick Educational Initiatives Private Limited, a provider of experiential learning programs in India and the United Arab... -
Introducing New Coke, Spanish Version
Sales & Marketing Case Study8.95View Details On April 23, 1985, the Coca-Cola Co. announced a decision that would rock the world. The old Coke formula would be taken off the market and replaced with... -
Walking the Path of Expansion: MiracleFeet's Journey toward a Global Footprint
Management Case Study8.95View Details MiracleFeet, a US-based non-profit, improves access to high-quality treatment of clubfoot in low-income countries, typically in partnership with public... -
A Note on the Snack Food Industry
Sales & Marketing Case Study15.05View Details This note provides an overview of the snacking industry in 2017. -
Consumer Behavior Exercise (B), Chinese Version
Sales & Marketing Case Study8.95View Details Students are instructed to interview a recent purchaser of a high-involvement/utilitarian product or service in depth about his/her buying decision. The... -
International Institute of Tropical Agriculture
Organizational Development Case Study15.05View Details It is July 2017, and Dr. Nteranya Sanginga, the director general of the Nigeria-based International Institute of Tropical Agriculture (IITA), is making... -
Procter & Gamble: Marketing Capabilities
Sales & Marketing Case Study8.95View Details P&G had become known and recognized as a marketing machine. It was the largest advertiser in the world, with 2010 spending of $8.68 billion. From the... -
TREW Gear: Is Amazon the Trail to Growth?
Sales & Marketing Case Study8.95View Details Chris Pew, an expert backcountry skier, was a founder and the CEO of 12-year-old TREW Gear, a premium niche brand for technical backcountry ski apparel.... -
Zalora: Data-Driven Pricing
Sales & Marketing Case Study8.95View Details -
Area One Farms
Sales & Marketing Case Study15.05View Details In 2017, Joelle Faulkner, CEO of Area One Farms, a Canadian private-equity fund focused on investing in the best Canadian farms and helping them expand,... -
Consumer Behavior Exercise (C), Chinese Version
Sales & Marketing Case Study8.95View Details Students are instructed to interview a recent purchaser of a high-involvement/ego-expressive product or service in depth about his/her buying decision.... -
Sustainability at IKEA Group, Japanese Version
Strategy & Execution Case Study8.95View Details By 2014, IKEA Group was the largest home furnishing company, with EUR28.5 billion of sales, and planned to reach EUR50 billion by 2020, mainly from emerging... -
August Berg: Promoting an Accessible Luxury Watch via Social Media
Sales & Marketing Case Study8.95View Details Set in September 2020, the case talks about marketing an accessible (affordable) luxury watch brand, 'August Berg', by a luxury-product distribution company,... -
DOUGH T.O: A Sweet Expansion Opportunity
Sales & Marketing Case Study8.95View Details In early 2020, the co-founders of DOUGH T.O, an entrepreneurial venture launched in Toronto, Canada, were evaluating several expansion options. Since...
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3 Strategies to Boost Sales and Marketing Productivity
Sales and marketing Digital ArticleNew research from Bain shows what the most productive companies do differently. -
How to Fight a Price War
Marketing Magazine ArticleIf you find yourself facing a price war, you’ll need to understand how it started in order to respond effectively. Often the best counterattack does not involve a retaliatory price cut. -
Know Your Customers' "Jobs to Be Done"
Sales & Marketing Magazine ArticleFirms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors,... -
How to Design an AI Marketing Strategy
IT management SpotlightWhat the technology can do today—and what’s next -
The Elements of Value
Sales & Marketing Magazine ArticleWhat consumers truly value can be difficult to pin down and psychologically complicated. But universal building blocks of value do exist, creating opportunities... -
How Brand Building and Performance Marketing Can Work Together
Sales & Marketing Magazine ArticleMarketers often worry that performance marketing and its focus on short-term sales is crowding out brand-building activities aimed at enhancing customer... -
Exploit the Product Life Cycle
Sales & Marketing Magazine ArticleThe product life cycle measures the likelihood, character, and timing of competitive and market events. A product strategy that includes some sort of... -
Research: How Cultural Differences Can Impact Global Teams
Sales & Marketing Digital ArticleAnd what managers can do to help their international teams succeed. -
The Elusive Green Consumer
Consumer behavior Magazine ArticlePeople say they want sustainable products, but they don’t tend to buy them. Here’s how to change that. -
A Refresher on A/B Testing
Technology & Operations Digital ArticleSpoiler: Many people are doing it wrong.