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Marketing & Sales Insights

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Pricing through the pandemic: Getting ready for recovery

– Building new pricing discipline, flexibility, and capabilities now can create long-term competitive advantages.
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Five actions to boost your sales organization’s resilience

– Efforts to squeeze out additional sales could be more profitably invested in the sales force. Here’s how to raise morale,... build capabilities, and position your team for recovery.
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Performance branding and how it is reinventing marketing ROI

– Data and technology can help clarify customer behavior at the earliest stages of the decision journey. Here’s how.
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Moving past friend or foe: How to win with digital marketplaces

– To remain competitive, brands should meet consumers where and how they shop and develop sustainable marketplace strategies as... part of a broader channel strategy.
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Elevating customer experience excellence in the next normal

– Companies that make the right investments now could build an enduring advantage in serving customers. Three priorities will be... key.

Special collections

Collection

Global surveys of consumer sentiment during the coronavirus crisis

– Consumer optimism varies by country depending on what stage each country is in the coronavirus contagion cycle.
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How B2B decision makers are responding to the coronavirus crisis

– With governments and organizations still working to contain COVID-19 and stem the growing humanitarian toll it is exacting, the... effects on customer behaviors are beginning to ripple across the B2B landscape.

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Featured publication

Perspectives on Personalization @ Scale—Volume 2: The next frontier

– This collection on the future of personalization, which has become a core capability for marketers striving for efficiency and growth, explores the major topics that have the ability to make or break a company’s personalization efforts.

MORE INSIGHTS

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Consumer sentiment and behavior continue to reflect the uncertainty of the COVID-19 crisis

– Even in countries that have partially reopened, consumer optimism remains muted and spending intent is still below pre-crisis... levels.
Article

The Netflix of gaming? Why subscription video-game services face an uphill battle

– Many tech giants are betting that the subscription model will become dominant in video games. Yet the things that make gaming... such an entertainment dynamo are problematic for these types of services.
Article

COVID-19: Visualizing the impact of an invisible threat

– Editors highlight images that brought life to articles on the coronavirus outbreak, just as the world was struggling to understand... it and adjust to the next normal.
Survey

How consumers’ behavior in car buying and mobility is changing amid COVID-19

– A freeze in mobility was one of the most visible signs of the COVID-19 pandemic. Now that economies are opening up again, how... are mobility behavior and car sales changing?
Article

What makes Asia−Pacific’s Generation Z different?

– Gen Zers in the Asia–Pacific region aren’t like their older siblings. Here is what you need to know.
Article

The next normal in consumer: Implications for Consumer Goods M&A

– Lessons from the global financial crisis teach us that consumer goods companies should consider an active approach to M&A,... adapted to the current context, to emerge stronger in the next normal.
Article

The next software disruption: How vendors must adapt to a new era

– Over the turbulent past decade, many legacy software players proved to be remarkably resilient. Now they must adopt a new strategic... playbook to weather the different challenges ahead.
Podcast

Discussions in Digital: Surveying the brand-building landscape

– The digital age is forcing companies to innovate the way they build brands.
Article

Harnessing the power of simplicity in a complex consumer-product environment

– Companies can generate significant value by deliberately managing sources of complexity, including those presented by the COVID-19... landscape.
Article

The future of brand strategy: It’s time to ‘go electric’

– Data shows that as choices and channels increase, brand trustworthiness is more important to consumers than ever.
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As physical doors close, new digital doors swing open

– The penetration of online commerce is lower in Australia than in the United States or Europe. But the lockdown is closing the... gap.
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