-
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
Sales & Marketing Magazine ArticlePrice wars are a fact of life, whether we're talking about the fast-paced world of knowledge products, the marketing of Internet appliances, or the staid,... -
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 Choose the Right Forecasting Technique
Financial analysis Magazine ArticleWhat every manager ought to know about the different kinds of forecasting and the times when they should be used. -
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... -
How Generative AI Will Change Sales
Sales & Marketing Digital ArticleMicrosoft and Salesforce have already rolled out sales-focused versions of this powerful tool. -
Why Design Thinking Works
Innovation & Entrepreneurship Magazine ArticleWhile we know a lot about practices that stimulate new ideas, innovation teams often struggle to apply them. Why? Because people's biases and entrenched... -
The Elements of Value
Sales & Marketing Magazine ArticleWhat consumers truly value can be difficult to pin down and psychologically complicated. But universal building blocks of value do exist, creating opportunities... -
Understanding Customer Experience
Sales & Marketing Magazine ArticleAnyone who has signed up for cell phone service, attempted to claim a rebate, or navigated a call center has probably suffered from a company's apparent... -
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... -
Your Rainbow Logo Doesn’t Make You an Ally
LGBT rights Digital ArticleHere’s how to materially benefit LGBTQ+ communities year-round instead. -
The Ordinary Heroes of the Taj
Organizational Development Magazine ArticleWhen terrorists attacked the Indian city of Mumbai in 2008, employees of the Taj Mumbai hotel displayed uncommon valor. They placed the safety of guests... -
The Four Things a Service Business Must Get Right
Technology & Operations Magazine ArticleMany of the management tools and techniques used in service businesses were designed to tackle the challenges of product companies. Although they are... -
Stop Trying to Delight Your Customers
Sales & Marketing Magazine ArticleThe notion that companies must go above and beyond in their customer service activities is so entrenched that managers rarely examine it. But a study... -
The Five Competitive Forces That Shape Strategy
Competitive strategy HBR BestsellerAwareness of the five forces can help a company understand the structure of its industry and stake out a position that is more profitable and less vulnerable to attack. -
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... -
Negotiating with a Customer You Can’t Afford to Lose
Negotiation strategies Magazine ArticleEight ways to save a disintegrating sale -
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.
-
Business Process Transformation at the CIA (A)
Leadership & Managing People Case Study8.95View Details When Dick Calder is named head of the CIA's Directorate of Administration (DA) in 1995, he faces the task of leading a beleaguered organization through... -
Business Process Transformation at the CIA (B)
Leadership & Managing People Case Study5.00View Details When Dick Calder is named head of the CIA's Directorate of Administration (DA) in 1995, he faces the task of leading a beleaguered organization through... -
reMarkable: e-Writing the Future
Sales & Marketing Case Study8.95View Details Magnus Wanberg is the creator of reMarkable, a breakthrough e-writer device set apart from similar products on the market by having solved the frustrating... -
Drowling Mountain
Strategy & Execution Case Study8.95View Details It was August 2011 and Martin Cartier, senior board member, was beginning to feel the pressure of Drowling Mountain's 2010 general meeting that was coming... -
Gong Cha's Return to Singapore: Rebuilding a Popular Bubble Tea Franchise
Management Case Study8.95View Details The case describes the relaunch of the popular bubble tea franchise Gong Cha in Singapore in December 2017. This was seven months after its 80 outlets... -
Applegate Farms
Management Case Study8.95View Details -
23andMe: Genetic Testing for Consumers (B)
Sales & Marketing Case Study5.00View Details Following the FDA's letter in November 2013, which ordered 23andMe to cease sales of its DNA test kits, observers wondered how co-founder and CEO, Anne... -
Mission Produce in 2022
Sales & Marketing Case Study8.95View Details Founded by CEO Steve Barnard in 1983, California-based Mission Produce was a leading supplier of Hass avocados with a global sourcing, marketing, and... -
C.W. Dixey & Son
Sales & Marketing Case Study8.95View Details C.W. Dixey & Son is about to be re-launched as a luxury eyewear brand after a fifty-year absence from the marketplace. This case focuses on reviving a... -
Facelift at Olay (A)
Sales & Marketing Case Study8.95View Details By October 2017, Procter & Gamble's skincare brand Olay has been struggling with declining sales for several years. The team has tried many remedies,... -
DigitalThink: Building a Sales Force
Innovation & Entrepreneurship Case Study6.95View Details A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include:... -
Brand Extension through Innovation: Sound Agriculture Grows the Greens
Management Case Study8.95View Details "This case follows the decision-making process of Erik Wolfe, senior product marketing manager at Sound Agriculture, an agriculture technology company,... -
Customer Profitability
Sales & Marketing Case Study8.95View Details This technical note defines, describes, and illustrates the most common metrics marketers used to monitor and manage customer relationships. Among the... -
The Ontario Hockey League
Sales & Marketing Case Study8.95View Details In 2009/10, the commissioner of the Ontario Hockey League was generally satisfied with its operations but knew that certain markets were not reaching... -
Marketing Reading: Segmentation and Targeting
Sales & Marketing Tool15.90View Details Core Curriculum Readings in Marketing cover fundamental concepts, theories, and frameworks in marketing. For classroom use in higher education, this Reading... -
Pai's Bakery: Reassigning Sales Territories
Sales & Marketing Case Study8.95View Details Pai's Bakery was a 30-year-old family business based in Belagavi, in the southern Indian state of Karnataka. The owner was working on a sales territory... -
Launching the New MINI (Multimedia Case)
Sales & Marketing Tool25.00View Details Focuses on how strategy is transformed into creative branding materials. Reports on the development of a wide variety of brand communication materials... -
Gender and Free Speech at Google (C)
Global Business Case Study5.00View Details This case reveals Google's response to a list of employee demands aiming to combat sexual misconduct in the workplace. This case should accompany the... -
Tokyo Jane
Strategy & Execution Case Study8.95View Details Tokyo Jane is an accessible fashion jewelry company that makes and markets its products as "luxury for less" by designing, importing and selling fashion...
-
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
Sales & Marketing Magazine ArticlePrice wars are a fact of life, whether we're talking about the fast-paced world of knowledge products, the marketing of Internet appliances, or the staid,... -
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 Choose the Right Forecasting Technique
Financial analysis Magazine ArticleWhat every manager ought to know about the different kinds of forecasting and the times when they should be used. -
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... -
How Generative AI Will Change Sales
Sales & Marketing Digital ArticleMicrosoft and Salesforce have already rolled out sales-focused versions of this powerful tool. -
Why Design Thinking Works
Innovation & Entrepreneurship Magazine ArticleWhile we know a lot about practices that stimulate new ideas, innovation teams often struggle to apply them. Why? Because people's biases and entrenched... -
The Elements of Value
Sales & Marketing Magazine ArticleWhat consumers truly value can be difficult to pin down and psychologically complicated. But universal building blocks of value do exist, creating opportunities... -
Understanding Customer Experience
Sales & Marketing Magazine ArticleAnyone who has signed up for cell phone service, attempted to claim a rebate, or navigated a call center has probably suffered from a company's apparent... -
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...