Article Benchmarking Research Sales 
Harvard Business
MARCH 7, 2017
By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. The campaign has resulted in dramatic increases in marketing leads and sales.
Harvard Business
FEBRUARY 2, 2018
of all book sales in the United States. However, research shows that much of the advice extolled may be misleading or even wrong. However, research shows that much of the advice extolled may be misleading or even wrong. Myth 2: We get better by benchmarking ourselves against others. It accounts for about 2.5%
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Management Consulted
AUGUST 28, 2013
After 2 years, he recruited 2 friends from Chicago and formed the Business Research and Development Company with $500 borrowed from the bank. Early on, he wrote many articles about his real passion of “taking the measure” on business problems. The focus of this article is on Booz & Company because of its focus on strategy.
Harvard Business
MARCH 24, 2017
After researching over 100 early stage ventures, we began to understand why startups hit a cultural chasm and how to navigate it. In addition to examining surveys of employee happiness, our research included the annual revenue growth rate of companies. However, the sales function’s happiness is markedly lower.
Harvard Business
FEBRUARY 28, 2018
My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company. When I joined the company, my branch sales manager — someone I considered a field office general — was black, as were many of my instructors.
Harvard Business
NOVEMBER 8, 2017
But what if there were a way to make breakthrough progress by applying research-based tools and strategies to boost these numbers faster? They were four years older, when compared with benchmark data, before becoming CEO and brought more-diverse functional and industry experience to the position.
Harvard Business
JANUARY 31, 2018
If you want to know what sales skills and technologies are becoming most important, talk to some high-level salespeople. Researchers have found that “the sense of isolation” for some online learners “may make the difference between a successful and an unsuccessful online learning environment.”
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