Marketing & Sales

The new world of sales growth

The significant changes in the marketplace, driven primarily but not exclusively by digital, spurred us to update our book Sales Growth: Five Proven Strategies from the World’s Sales Leaders. How do sales leaders harness digital and analytics to drive growth? How are management and talent challenges evolving? And what does the future of sales look like?

May 2016 | by Thomas Baumgartner, Homayoun Hatami, and Maria Valdivieso

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The sales secrets of high-growth companies

What distinguishes sales organizations at fast-growing companies from their lagging peers? In a wide-ranging survey of more than 1,000 companies, we unearthed five meaningful differences:

May 2016 | Mitra Mahdavian, Homayoun Hatami, Maria Valdivieso, and Lareina Yee

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What sales executives need to get right for digital success

We’ve got to go digital.” Every sales leader has heard some variation of that statement. But what is digital, actually? And of all the digital things to do out there, what matters most for driving sales growth?

August 2016 | Homayoun Hatami, Mitra Mahdavian, Maria Valdivieso de Uster, and Lareina Yee

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Business Process Services

The Journey To Intelligent Operations In Life Sciences

It’s easy to get caught up in the excitement of advances in medicine, therapies, and treatments that can impact the health and well- being of patients globally—3D printing of casts of material that can easily be worn in the shower (seems so simple and intuitive!) to digestible pills and sensors that track dosage and impact of medicines and transmit images of internal organs to massive databases of clinical data searchable by humans using artificial intelligence to find more customized matches for diagnosis and treatments. How many people actually have access to these modern and advanced pharmaceuticals and medical devices? Only a fraction of those who could benefit.

March 2016 | Barbra McGann

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Service Orchestration Is Changing The Automation Discussion

Although there is increasing maturation in the market development of Intelligent Automation (IA), much of the discourse is stuck around task automation predominantly in the context of RPA. Even though there is a plethora of other often much more comprehensive approaches, much of the attention is being paid to short-term, largely opportunitistic projects to drive out cost. Such short-termism will slow down the journey toward the As-a-Service Economy.

May 2016 | Tom Reuner

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