Sales and marketing

What every manager ought to know about the different kinds of forecasting and the times when they should be used.

Firms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors,...

When terrorists attacked the Indian city of Mumbai in 2008, employees of the Taj Mumbai hotel displayed uncommon valor. They placed the safety of guests...

Awareness 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.

In 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...

What consumers truly value can be difficult to pin down and psychologically complicated. But universal building blocks of value do exist, creating opportunities...

While we know a lot about practices that stimulate new ideas, innovation teams often struggle to apply them. Why? Because people's biases and entrenched...

Anyone 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...

With the right metrics, you can increase the return on both.

And what managers can do to help their international teams succeed.

Companies that introduce sustainable offerings face a frustrating paradox: Most consumers report positive attitudes toward eco-friendly products and services,...

As goods and services become commoditized, the customer experiences that companies create will matter most.

Behind Nike's catchy slogans and flashy TV commercials is the vision of founder, chairman, and CEO Phil Knight. Knight has taken Nike from a small-time...

Microsoft and Salesforce have already rolled out sales-focused versions of this powerful tool.

To really win their loyalty, forget the bells and whistles and just solve their problems.

Many of the management tools and techniques used in service businesses were designed to tackle the challenges of product companies. Although they are...

To convert a tantalizing concept into a managerial instrument of competitive power…

Many companies have become disillusioned with sales in the international marketplace as old markets become saturated and new ones must be found. How can they customize products for the demands of new markets? Which items will consumers want? With wily international competitors breathing down their necks, many organizations think that the game just isn’t worth […]

A report on the state of the art

Eight ways to save a disintegrating sale