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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
Sales & Marketing SpotlightIn order to realize AI's giant potential, CMOs need to have a good grasp of the various kinds of applications available and how they may evolve. This... -
The Elements of Value
Customer strategy Magazine ArticleMeasuring—and delivering—what consumers really want -
How Brand Building and Performance Marketing Can Work Together
Brand management Magazine ArticleWith the right metrics, you can increase the return on both. -
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
Sales & Marketing Magazine ArticleCompanies that introduce sustainable offerings face a frustrating paradox: Most consumers report positive attitudes toward eco-friendly products and services,... -
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
Consumer behavior 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
Sales & 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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The Right Way to Build Your Brand
Sales and marketing Magazine ArticleThe best ad campaigns make a memorable, valuable, and deliverable promise to customers. -
You Need More Than Data to Understand Your Customers
Marketing Digital ArticleIt’s about building deeper relationships, not simply gathering more information. -
How AI Can Help Sales Teams Craft More Personalized Pitches
AI and machine learning Digital ArticleHistorically, creating relevant messaging required a lot of leg work and research. New tools make it much easier. -
5 Ways Marketing and Sales Leaders Can Embrace GenAI
Sales and marketing Digital ArticleA survey of over 600 business leaders from large U.S. companies suggests they’ve been reluctant to do so. -
To Prove Your Company Isn’t Greenwashing, Endorse Smart Regulation
Business history Digital ArticleIt’s the best way to show consumers that you practice what you preach. -
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.
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Canadian Tire: Selecting a Social Marketing Program
Sales & Marketing Case Study8.95View Details Canadian Tire is a large retailer of automotive, hardware, and houseware products. As part of the company's marketing strategy, the executive director... -
Nokia India: Battery Recall Logistics
Global Business Case Study8.95View Details The case provides an opportunity for students to develop practical knowledge of the role of operations management in a product recall situation, particularly... -
Grupo Garantia (D) Cervejaria Brahma SA: Beer Brewing and Marketing
Finance & Accounting Case Study5.00View Details Supplements the (A) case. -
Tingvong Homestay: The First Homestay in Dzongu
Innovation & Entrepreneurship Case Study8.95View Details Dupden Lepcha started Tingvong Homestay, the first homestay in the remote Dzongu region of Sikkim, India, when the region was opened for tourism in 2006.... -
Theranos: The Unicorn that Wasn't
Organizational Development Case Study8.95View Details In 2003, 19-year-old Elizabeth Holmes founded a startup dedicated to making blood testing easier and more affordable. By 2015, her company, Theranos,... -
Groupon India: The Great Onion Digital Sale
Sales & Marketing Case Study8.95View Details This case looks at the impact of an innovative digital marketing campaign on bringing new customers and increasing brand awareness and recognition.It... -
Cancer Screening in Japan: Market Research and Segmentation
Sales & Marketing Case Study15.05View Details Since founding CancerScan in 2008, Jun Fukuyoshi and Yoshiki Ishikawa had helped to improve cancer screening rates in Japan. Between 2005 and 2007, awareness... -
Nestle Refrigerated Foods: Contadina Pasta & Pizza (A)
Sales & Marketing Case Study8.95View Details Nestle Co.'s Refrigerated Foods Division has very successfully launched its Contadina brand pasta and sauces. The new product has achieved nearly $100... -
Neechie Gear: Pivoting in an Aboriginal Start-up
Strategy & Execution Case Study8.95View Details A young Aboriginal entrepreneur faces three major challenges to growing his lifestyle apparel business. First, he has been unable to find a trusted partner... -
KGFS: A New Approach to Rural Finance
Sales & Marketing Case Study8.95View Details -
Outotec (B): Action Plan
Sales & Marketing Case Study5.00View Details Outotec was a market leader in providing mining solutions to large mining companies. The company's specialization and proprietary technology created value... -
Global Unichip Corporation (B)
Strategy & Execution Case Study5.00View Details Supplement for case 613048 -
Pricing in a Digital World (2015)
Sales & Marketing Case Study8.95View Details This case presents media reports for five instances of interesting pricing strategies, each enabled by digital technologies. Students are asked to assess... -
The Magic of Marks & Spencer Food
Sales & Marketing Case Study8.95View Details -
Arcelik: From a Dealer Network to an Omnichannel Experience
Sales & Marketing Case Study15.05View Details Arcelik Turkey, the country's market leader in household appliances, was at an omnichannel crossroads in January 2020. Arcelik was a B2B player utilizing... -
Marfrig's Quest for Sustainable Beef
Strategy & Execution Case Study8.95View Details Marfrig, one of the world's leading meatpackers, strived to comply with its commitment to have a deforestation-free value chain in Brazil by 2030. The... -
Sociable Labs B
Sales & Marketing Case Study5.00View Details Sociable Labs was conceived as a start-up business attempting to use friend recommendations to curate and recommend purchase opportunities on the internet.... -
Viral Nation: The COVID-19 Pandemic and the Entrepreneurial Venture Sale Decision
Sales & Marketing Case Study8.95View Details Viral Nation, a six-year-old company based in Ontario, was North America's leading influencer marketing company. In March 2020, as the global COVID-19... -
Willow Creek Community Church: What Really Makes a Difference?
Leadership & Managing People Case Study8.95View Details Willow Creek Community Church, located outside of Chicago, IL, was one of the best attended and most influential churches in the United States. It was... -
Iridium Global Satellite Phone System: Lost in Space?
Sales & Marketing Case Study8.95View Details The spin-off of Iridium, a global telecommunications system, represented a significant business risk for Motorola, as many talented Motorola executives...
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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
Sales & Marketing SpotlightIn order to realize AI's giant potential, CMOs need to have a good grasp of the various kinds of applications available and how they may evolve. This... -
The Elements of Value
Customer strategy Magazine ArticleMeasuring—and delivering—what consumers really want -
How Brand Building and Performance Marketing Can Work Together
Brand management Magazine ArticleWith the right metrics, you can increase the return on both. -
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
Sales & Marketing Magazine ArticleCompanies that introduce sustainable offerings face a frustrating paradox: Most consumers report positive attitudes toward eco-friendly products and services,... -
A Refresher on A/B Testing
Technology & Operations Digital ArticleSpoiler: Many people are doing it wrong.