Harvard Business Review

JULY 29, 2013

Astra Zeneca has replaced virtually all of its field sales force support for its mature brand Nexium with a 300-person inside sales team. IBM has invested in social media training, toolkits and personalized digital pages to help its inside salespeople generate leads and manage account relationships.

B2B 8

B2B Power Market Segmentation Customer Intimacy 8

Harvard Business Review

JANUARY 26, 2017

companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Consider a large home energy provider in a mature, commoditized market where deregulation is driving down revenue and profit. Sales is, by far, the most expensive part of strategy execution for most firms.

Execution 8

Execution Cost CRM Telecommunications 8

Harvard Business Review

FEBRUARY 4, 2014

With social media, there’s no excuse to not be able to find the name of a hiring manager,” says Glickman. Be professional and mature. Go overboard with flattery — be professional and mature. The nonprofit organization Invisible Children made it for a youth conference I spoke at this year. Emphasize your personal value.

Letter 14

Letter How To Maturity Case Study 14

Harvard Business Review

DECEMBER 5, 2016

You can’t read the pages of the mainstream or business media without being impressed by the opportunity. Second, data confers insight and advantage. To get to a future state of mature analytical competency, there’s real work to be done in integrating the data you have already.

Competitive Advantage 8

Competitive Advantage Software CIO Analysis 8

N2Growth Blog

JANUARY 9, 2011

So how do you know when your skills have matured to the point that you’ve become an excellent communicator? Great communicators can tailor a message such that they can speak to 10 people in a conference room or 1,000 people in an auditorium and have them feel as if you were speaking directly to each one of them as an individual.

Tips 398

Tips Blog Learning-by-Doing Open-book 398

Harvard Business Review

NOVEMBER 3, 2011

Drag each of your direct reports into a conference room for a one-on-one, hand them an official-looking document, and then start in with the same, tired conversation. The performance review doesn't start with a sit-down in the spare conference room. Ben Snyder*, an expat working in London at a global media company, was new at his job.

Performance Review 14

Performance Review Review Case Study Construction 14

Harvard Business Review

FEBRUARY 1, 2016

But, as the venture matures, and they continue to close a few big annual deals, they can limit growth since the SaaS model requires higher volumes. In the early years of a SaaS venture, stars typically generate the bulk of revenues, and they are often revered and feared internally for the relationships and power they wield.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

APRIL 14, 2015

Today, such brand growth strategies appear to be either limited (for example, there is limited growth potential in mature markets) or too expensive. Instead, M&A strategies now concentrate more on acquiring firms with strong customer relationships – with all the loyalty and cross-selling benefits that confers.

Brand 8

Brand Brand Valuation Power Brand Management 8

Harvard Business Review

JANUARY 5, 2017

media has come under intense scrutiny, with analysts , politicians, and even journalists themselves accusing it of bias and sensationalism — of having failed us — in its coverage of the presidential election. The media did exactly what it was designed to do, given the incentives that govern it. my answer is a sobering no.

Media 11

Media Advertising Fixed Costs Content 11