Harvard Business Review

JANUARY 26, 2017

According to an assessment of over 700 sales professionals and senior executives conducted by GrowthPlay — a sales-focused consulting firm where one of us is Managing Director — the problem stems from gaps between the perceptions, attitudes, and information flows between executives and sales reps.

Execution 8

Execution Cost CRM Telecommunications 8

Harvard Business Review

NOVEMBER 13, 2012

Creating and Capitalizing on the Best New Management Thinking. Part of our initial response was to rank management gurus according to the measurable influence of their ideas; we were the first researchers to use scholarly methods to do so. For example, a British study showed the precise ways in which management gurus in the 1980s U.K.

Prahalad 15

Prahalad Hamel Core Competence Leadership 15

Harvard Business Review

NOVEMBER 7, 2011

Management has long called for sales and marketing to bury the hatchet, but the requests often lack urgency and are generally met with indifference. If customers see no difference between you and the competition, anything you teach them will simply wind up in an RFP headed for a price-driven bake-off. That must change. Sound familiar?

Marketing 14

Marketing ROI Short-term Long-term 14

Harvard Business Review

SEPTEMBER 19, 2016

One day in December 2014, Sergey, the Russia general manager for a multinational consumer goods company, was up early in the morning, watching the ruble’s value slide by the minute. But with the currency changing every day, how much of a price increase should he consider? Normally, MNCs raise prices in the emerging market, (e.g.,

Price 8

Price Globalization Depreciation Marketing 8

Harvard Business Review

DECEMBER 1, 2015

drug companies can price them however they want. Some of their justifications are reasonable — for instance, high prices fund research. But pharmaceutical companies don’t deserve all of the blame for high drug prices. However, PBMs and insurers may have business objectives that differ from those of their clients.

Price 8

Price Power Insurance Incentives 8

Harvard Business Review

AUGUST 15, 2016

The linked system allowed for more insight into customers, and managers could use the information to coach employees, to assess whether they had the right tools and resources, and to identify people with innovative ideas and leadership potential. Why don’t more companies do this? Organizational barriers are often the culprit.

Survey 8

Survey Retail System Automotive 8

Strategy Driven

MARCH 26, 2024

The Impact of Online Auctions on the Heavy Equipment Industry The implications of online auctions on the heavy equipment industry are extensive, influencing everything from pricing strategies to inventory management. Moreover, leveraging digital marketing tools can attract potential buyers and elicit better bids.

Due Diligence 104

Due Diligence Participative Price Efficiency 104

Harvard Business Review

FEBRUARY 3, 2015

They seemed to think that designing and managing the customer experience is a marketing function, as if the customer is only associated with marketing, and the store only with operations. billion public company, how many other organizations could be struggling to understand and manage customer experience appropriately?

Brand 8

Brand Reis Objective Merchandising 8

Miles Anthony Smith

NOVEMBER 7, 2019

They somehow manage to engage with their audience consistently by constantly putting out articles, infographics, or anything of value, not just in content marketing but also in sales. The truth of the matter is, businesses need to understand the channels their audience is on and want to consume content on and do a good job there.

Marketing 105

Marketing Content Audience Brand 105