LSA Global

MAY 3, 2018

Pre-Call Sales Planning Meeting Questions Matter. The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Buyers Expect More from Sales People. Much of the poor track record comes down to a lack of sales preparation.

Sales 34

Sales Meeting Case Study Case Studies 34

Business Consulting Agency

JANUARY 21, 2024

Marketing consultants bring a wealth of experience, industry insights, and knowledge of the latest trends, allowing for the development of targeted and effective marketing strategies. A case study by Demand Gen Report found that businesses with effective lead nurturing strategies experience a 45% increase in lead generation ROI.

ROI 52

ROI Marketing Consulting B2B 52

LSA Global

AUGUST 28, 2019

Sales Training without Reinforcement Should Be Unacceptable. Based upon over 800 sales training measurement projects, we know that sales training by itself – even if it is highly customized – only changes the on-the-job behavior and performance of 1-in-5 sales reps. Sales training reinforcement.

Sales 28

Sales Training Training Methodologies 28

Harvard Business

JUNE 6, 2016

They were at a conference, with industry contacts all around, using their corporate expense accounts. Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. It’s an investor conference, not a sales event.”

Case Study 28

Case Study Case Studies Study Conference 28

Tom Spencer

AUGUST 22, 2020

Industry data: What are the trends in the specific industry? Is international trade affecting the industry? Are important geographic differences evident within the industry? Retail depletions: It’s essential to have a clean measure of sales to end-users, undistorted by fluctuations in inventories.

Marketing 88

Marketing Advertising Retail Sales 88

Harvard Business

APRIL 20, 2017

Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. In an industry expected to generate $170 billion in revenue by 2020, she knew she’d have many opportunities. From the start, she was fascinated with the work.

Case Study 31

Case Study Case Studies Study Ethics 31

Harvard Business

JULY 7, 2016

“It feels weird eavesdropping like this,” Alejandra Chirinos told Ricardo Rodriguez, her marketing VP, and Miguel Martinez, her head of sales. ” Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers.

Case Study 32

Case Study Case Studies Study Fashion 32

Tom Spencer

NOVEMBER 19, 2021

Business development consulting is about helping businesses grow sales and profits in order to achieve their strategic objectives. A recent case study involved Shake Shack, a New York based fast food chain, wanting to build the “Shack of the Future”.

Development 88

Development Consulting B2C B2B 88

LSA Global

APRIL 25, 2022

Help Your Sales Team to Sell New Solutions To sell new solutions effectively, sales teams need a solid game plan to create the confidence and competence to succeed. While sales reps need to know the features and benefits, they really need to know the customer impact if you want to increase your win rate. This is a mistake.

How To 36

How To Sales Training Training 36

CaseInterview.com

MAY 13, 2021

It is very hard to remember a lot of case study frameworks… let alone master all of them. When I went through my 60+ case interviews as a candidate, I basically relied on three things: a) profitability framework , b) business situation framework, and c) the custom issue tree (basically making up your own framework).

Case Interview 52

Case Interview Resources Interviews How To 52

Tom Spencer

SEPTEMBER 7, 2014

How are we growing relative to the industry? Product: Does our revenue come primarily from ticket sales or other sources? The stagnant growth our client is experiencing is caused by a decline in the industry overall. Case scenario used in the book looked at the New York City Opera. Many firms use a version of this case.

Strategy 98

Strategy Strategy Strategy& Case Interview 98

Comatch

APRIL 3, 2023

In the past, sales representatives played a central role in providing information and building relationships with buyers. According to research from Gartner , B2B buyers only spend 17% of their time meeting with sales representatives when considering a purchase.

Media 52

Media B2B Development Sales 52

Management Consulted

APRIL 27, 2014

Here, we’re not talking about actually developing case interview skills per se – we have a whole bunch of suggested articles at the end that will help you do that. Instead, we’re recommending real-life activities that will help you understand why profit is important to a business , or how to quickly study a new industry.

Development 205

Development Consulting Boston Consulting Group McKinsey 205

Tom Spencer

JUNE 6, 2020

To understand the target customers on this level, methods such as focus groups, surveys, interviews, and case studies can be successful. Microsoft intimately knows what business people in specific industries need to succeed. Harley Davidson taps into the psyche of riders including their image, attitude and bucket-list trips.

Apparel 103

Apparel Retail Examples Productivity 103

CaseInterview.com

MAY 13, 2021

It is very hard to remember a lot of case study frameworks… let alone master all of them. When I went through my 60+ case interviews as a candidate, I basically relied on three things: a) profitability framework , b) business situation framework, and c) the custom issue tree (basically making up your own framework).

Case Interview 40

Case Interview Resources Interviews How To 40

Tom Spencer

OCTOBER 26, 2019

Many consulting, corporate strategy, and corporate development roles require the interviewee to go through an M&A case study. Depending on the firm and specific role this case could be very strategic and operational like doing a market entry/growth-type case or very technical (i.e.

Balance Sheet 60

Balance Sheet Case Interview Case Study Case Studies 60

Tsavo Neal

AUGUST 24, 2017

Unless your case studies show your potential clients that you’re capable of solving their problem, they are nothing but wasted space on your website. Your website’s copy certainly helps — but case studies provide an extra layer of credibility. Winning New Clients Through Your Case Studies.

Case Study 60

Case Study Case Studies Study Consulting 60

CaseInterview.com

DECEMBER 4, 2019

As you might know, Motorola eventually dominated the pre-smartphone mobile phone market with close to $10 billion in annual sales. This approach works incredibly well in more established industries where there’s ample data available on the market, customer segments and competitors. They’d say, "I don’t know." "How I’m not sure." "How

McKinsey 75

McKinsey Case Interview Bain Data 75

1 to 1

SEPTEMBER 7, 2021

Outsourcing business processes and tasks can free up employees to focus on more complex or valuable work; it can extend resources, such as sales support, for targeting new or underserved markets; support new product and service rollouts; and provide expertise within a specific industry focus. It needs a strategic solution.

Management 26

Management Operations Comparison Case Study 26

Management Consulted

APRIL 3, 2016

As a prospective consultant, one of the things that can seem the most mysterious in the case study prep process is wondering what the interviewer is going to ask you next. Many of you have heard about interviewer-led and interviewee-led case interviews and are wondering how to approach each one appropriately. 1 – The Background.

Case Interview 100

Case Interview Consulting Interviews Case Study 100

Management Consulted

NOVEMBER 20, 2013

Consulting is a data-based industry – but where there are no facts, there are well-developed estimates. You are measuring the existing market of an item in total units or totals sales ($) – it’s important to clarify up front which one it is. case interviews' Consulting Math. in one year? Profitability.

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Harvard Business

SEPTEMBER 13, 2017

We chose Brazil’s beef industry as the location of our case study , both for the size and complexity of the industry and for its impact on the planet. We found that sustainable and deforestation-free practices created significant financial benefits for all players in the industry’s value chain.

Methodologies 28

Methodologies How To Case Study Case Studies 28

Management Consulted

JANUARY 18, 2015

Kearney becomes a wholly owned subsidiary of EDS in September, nearly doubling in size and vastly expanding its industry expertise and information technology capabilities. 1997 – First Global Prize, an annual business school case study competition for potential recruits, awarded. Marketing & Sales. Industries.

Interviews 100

Interviews Culture Case Interview McKinsey 100

Management Consulted

OCTOBER 2, 2016

Founded in 1989 by three former consultants of the MAC Group (a boutique sales and distribution consulting firm), Cornerstone Research was established to be very different than the general management consulting firm it was birthed from; focused on unique clients, managing delicate client relationships, and offering specialized work.

Interviews 100

Interviews Research Culture Case Interview 100

Harvard Business

MARCH 14, 2017

As I said at the time, it was a case study in poor policy and even poorer execution. Short of any singing, dancing, and costume changes, this sequence could have been taken from Bollywood, a movie industry widely known for its fantastical flights of fancy. HUL experienced a 4% decline in sales volumes. Four months passed.

Banking 37

Banking Government Policies Sales 37

Tsavo Neal

MAY 25, 2017

It’s easy to differentiate your firm based on anything other than the quality of your advice (which often comes from specialization and/or years of developing expertise in a specific industry or problem), by talking about your unique process, your people, or even simply dropping your prices. Name the industry that they work in.

Consulting 60

Consulting How To Industry Marketing 60

Harvard Business

MARCH 14, 2018

By the time a sales rep gets involved, buyers already have a wealth of information about company reputation, product specifications and reviews of successes or failures. By contrast, Henry Schein serves as a catalyst to organize its customers and industry partners to participate in philanthropic programs.

B2B 28

B2B Bain Research Study 28

Harvard Business

OCTOBER 13, 2016

A change in sales or other customer-acquisition processes, for example, will affect multiple aspects of their business models: the types of orders their firms get, capacity planning, operations, delivery, post-sales requirements, and daily interactions among these groups. Who among your current sales team has this ability?

Strategy 28

Strategy Strategy Strategy& Hotels 28

Management Consulted

AUGUST 9, 2015

Founded in Paris, and containing the spliced DNA of other major firms it acquired along the way (Ernst & Young Consulting being the most notable), OC&C Strategy Consultants is a global player in today’s consulting industry. Industries . Industrial Products. Practice Areas . Business Unit Strategy. Hamburg, Germany.

Interviews 100

Interviews Culture Strategy Strategy 100

Harvard Business

NOVEMBER 6, 2018

But a lot of service businesses are managed according to old ideas imported from more traditional industries, says Ryan Buell, UPS Foundation Associate Professor of Service Management at Harvard Business School (HBS). The case explores this process through the example of Cineplanet, a leading movie cinema chain in Peru.

Education 30

Education Methodologies Case Study Case Studies 30

Business Consulting Agency

NOVEMBER 9, 2023

Strategic investments in digital marketing have emerged as a cornerstone for retail brands, presenting unparalleled opportunities for expanding market share, amplifying sales, attracting a wider customer base, and ultimately, maximizing profits. Through business consulting services , retail brands have access to industry professionals.

Retail 52

Retail Marketing Case Study Case Studies 52

Women in Consulting

OCTOBER 26, 2015

I think the challenges of being a woman in the business world vary by industry, position and area of expertise. A mix of both industry-specific organizations and general business or consulting organizations can work well. A sales trainer told me that he thought women were better salespeople because they engage with the prospect.

Interviews 48

Interviews Case Interview Consulting Bain 48

Chad Barr

SEPTEMBER 10, 2014

Identify the average growth of our clients vs. the domestic or global growth of the industry. Have our clients write articles and case studies that would help our target audience, which would then get published on our blog and newsletter. First is marketing, which creates the need and sales, which provides options.

Intellectual Property 40

Intellectual Property Case Study Case Studies Meeting 40

Harvard Business

DECEMBER 7, 2017

But a lot of service businesses are managed according to old ideas imported from more traditional industries, says Ryan Buell, UPS Foundation Associate Professor of Service Management at Harvard Business School (HBS). The case explores this process through the example of Cineplanet, a leading movie cinema chain in Peru.

Education 28

Education Methodologies Case Study Case Studies 28

Harvard Business

JUNE 30, 2017

It has trained and placed 11,000 graduates into entry-level jobs in four sectors: health care, tech, retail/sales, and skilled trades. Three-quarters of our training is practicum, providing hands-on practice through role playing, case studies, and simulations. Employers in the U.S.

Training 39

Training Training ROI Metrics 39

Harvard Business

DECEMBER 8, 2016

Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. Decentralization is the norm in this industry. The smaller ones could keep their own names, leadership teams, practices, and policies for the first five years.

Case Study 28

Case Study Case Studies Study Construction 28

Harvard Business

JUNE 7, 2016

Case Study #1: Focus on the opportunity and set small, achievable goals. Alex Mohler admits that when he first started as director of client services at Crubiq, a B2B sales company based in Raleigh, North Carolina, he felt like a fish out of water. Most of his prior experience was in the frozen dessert industry.

How To 28

How To Case Study Case Studies B2B 28