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Marketing & Sales Insights

Article

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.
Article

Revenue growth management in the COVID-19 crisis

– The fundamentals of revenue growth management remain, but CPG companies will need to pivot fast to respond to the crisis and lay... the groundwork for the next phase.
Article

Rapid Revenue Recovery: A road map for post-COVID-19 growth

– Speed, agility, and a new understanding of customer values are the keys to navigating the next normal.
Article

An essential marketing tool in a downturn: Spend management

– Marketing spend management can play a critical role in weathering a downturn and catalyzing future growth. Here are four essentials... for doing it well.
Article

Pricing in a pandemic: Navigating the COVID-19 crisis

– Demand is volatile right now, creating a variety of pricing challenges. Companies that focus on long-term value rather than short-term... gain are best positioned to meet them.

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.
Collection

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

Article

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.
Interview

Modernizing technology in the service of the customer

– At McDonald’s, the building blocks in a modern technology platform are personalization, strategic acquisitions, and agile... operations.
Podcast

Clone or create: A conversation with Aaron Tan, CEO of Carro

– Building a new business isn’t necessarily about creating an entirely new business model but about understanding the market... and where the opportunities lie, according to the CEO of Southeast Asia’s largest automobile marketplace.
Article

Hitting the road again: How Chinese travelers are thinking about their first trip after COVID-19

– A survey of 1,600 travelers shows how their travel patterns may change in the near term.
Article

Sales automation: The key to boosting revenue and reducing costs

– Automation tailored to sales operations is a win for companies, customers, and sales reps. Here’s how to make it work.
Article

Consumer sentiment evolves as the next “normal” approaches

– While countries around the world begin to reopen and pockets of spending return, consumers continue to feel the financial impact... of the crisis.
Article

Emerging from COVID-19: Australians embrace their values

– We followed 12 Australian households for a week to uncover the human and cultural context driving their observable changes in... light of the COVID-19 crisis.
Survey

Survey: Asian B2B decision maker response to COVID-19 crisis

– B2B decision makers are responding quickly, though actions and customer preferences vary by region.
Survey

Survey: European B2B decision maker response to COVID-19 crisis

– B2B decision makers are responding quickly, though actions and customer preferences vary by region.
Survey

Survey: Global B2B decision-maker response to COVID-19 crisis

– B2B decision makers are responding quickly, though actions and customer preferences vary by country.
Article

How COVID-19 is changing the world of beauty

– The beauty industry has been resilient in the past. Could this crisis have a different outcome?
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