Harvard Business

MAY 22, 2017

So how can you improve your sales skills, especially if you don’t pitch people often? And what should you do if you lose a sale? “Many of them tell me that sales is something they never want to do in their careers.” ” And yet, he says, “Sales is the most fundamental skill.”

Sales 73

Sales How To Case Study Case Studies 73

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. Moon’s team, but there had been complications with her visa. Emma Visser, the head of the company’s intern program, suggested she get started from afar.

Case Study 30

Case Study Case Studies Study Ethics 30

Consulting Success

FEBRUARY 22, 2018

3 common reasons for taking on less than ideal clients are: Revenue – you increase your sales and revenue. Better case studies. This allows you to create great case studies that resonate with the same type of ideal client and leads to attracting ideal consulting clients and winning more business.

Consulting 163

Consulting Case Study Case Studies Study 163

Harvard Business

APRIL 25, 2018

The largest producer of rice crackers in Japan, the company had $1 billion in domestic sales and hoped to kickstart growth and globalization plans. Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. However, their planned U.S.

Case Study 28

Case Study Case Studies Study Company 28

Harvard Business

MAY 5, 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. The year before, prompted by all this, Lumiscape’s leadership had decided to pivot from a sales model to a subscription model. Could we rent instead?’”

Case Study 28

Case Study Case Studies Study Sales 28

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

Tsavo Neal

DECEMBER 4, 2020

Posting your resume is marketing Interviewing is sales Salary negotiation is pricing Your employer is your customer. The Detailed Case Study. Realize that you already are a business. You’re not an employee, you’re a business. We just changed all the names. It’s smart business to have multiple customers.

Resumes 78

Resumes Case Interview Case Study Case Studies 78

Kai Davis

APRIL 16, 2021

I don’t know about you, but every time I load up a sales page for a course on lead generation for freelancers/consultants, they start slamming referrals in the first few paragraphs. follow-up on that proposal, publish a new case study, outreach to 10 prospects). Is it that referrals are a terrible option for getting leads?

System 52

System Case Study Case Studies Video 52

Harvard Business

JUNE 26, 2018

On her desk was a pile of résumés from CEO candidates who’d responded to a listing she’d posted on a small business sale website. ” She walked into her office. Clipped to each one, at Elena’s request, was a photo of the applicant’s dog.

Case Study 28

Case Study Case Studies Study Productivity 28

Harvard Business

JUNE 26, 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. Alan Kurtz, MMC’s chief operating officer, was standing off to the side, and she moved to join him, but a racer intercepted her. “Do you work for Mendoza?”

Case Study 28

Case Study Case Studies Study Apparel 28

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

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. Another example could be where one segment may be very sensitive to price and always buy merchandise on sale, whereas the other may value time over savings and typically pay full price.

Apparel 103

Apparel Retail Examples Productivity 103

BCG

AUGUST 23, 2016

Article Tuesday, August 23, 2016. By 2020, emerging markets will account for more than 30% of pharmaceutical sales growth worldwide. Southeast Asia alone is expected to generate $40 billion in pharmaceutical sales by 2020. And what works in developed markets won’t necessarily work in emerging economies.

Pharmaceuticals 40

Pharmaceuticals Case Study Case Studies Sales 40

The Fearless Marketer

AUGUST 19, 2019

Some articles I researched said the average person sees up to 5,000 ads per day! Include dynamic testimonials and case studies. Use this as a simple checklist when creating any marketing message, whether it’s a web page, a sales letter, an email, a presentation or a video. Be believable and credible without any hype.

Marketing 66

Marketing Advertising Case Study Case Studies 66

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. The McKinsey Way by Ethan Rasiel — In this book, Rasial uses case studies and anecdotes to describe how McKinsey thinks about and solves business problems.

Development 205

Development Consulting Boston Consulting Group McKinsey 205

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

Management Consulted

NOVEMBER 20, 2013

In our Consulting Interview Bible, we go into the differences in great detail – but that’s not the point of this article. Within both case styles there can be a mixture of case interview types. Today, we focus on 6 types of case interviews. case interviews' in one year? What is the size of the U.K.

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Tsavo Neal

NOVEMBER 16, 2017

Social proof is one of the most critical elements of marketing and sales. By the end of this article, you will… Understand why social proof is important for helping you attract and develop new business. Inspiration is the primary role of our website, our brochure, our sales collateral and our in-person portfolio review.

Consulting 60

Consulting How To Case Study Case Studies 60

Management Consulted

DECEMBER 13, 2015

Before we dive into case frameworks, it’s important to say now that we will be going into some depth about this subject, but by no means doing it complete justice. At the end of the article, we’ll include some suggestions on places you can look for more details. Where to advance your use of consulting case frameworks.

Case Interview 100

Case Interview Consulting Interviews Study 100

Tsavo Neal

MARCH 20, 2019

If you’re reading this article, you’re asking yourself this question. In this article, I’ll take you through the exact questions — and steps — I would ask a consultant whose befuddled why they aren’t getting any clients with their website. But, not all sales conversations lead to project work.

Consulting 101

Consulting Marketing Sales Tools 101

Rod Burkert

FEBRUARY 18, 2020

My take: This is a quick, must-read article if you are interested in learning the first steps of moving away from hourly pricing, using conversations to determine prospects’ needs and urgency, and providing pricing options. A sale is won or lost at the tipping point of a decision. Does our website provide case studies or testimonials?

Case Study 59

Case Study Case Studies Sales Study 59

Harvard Business

NOVEMBER 22, 2018

Consider one instructive case study. I recently immersed myself in the customer-service transformation of Mercedes-Benz USA , the sales-and-service arm of the German automaker. There was one dealer who’d closed a sale and noticed from the documents that it was the customer’s birthday.

Company 52

Company Case Study Case Studies Sales 52

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. In my consulting practice today, I exclusively serve small businesses — some as small as $500,000 a year in sales up to $15 million typically (sometimes up to $300 million). They’d say, "I don’t know."

McKinsey 75

McKinsey Case Interview Bain Data 75

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. Today, though, that first look comes through websites, user forums and quick case studies, not flesh-and-blood sales pitches.

B2B 28

B2B Bain Research Study 28

Tsavo Neal

AUGUST 3, 2017

In this 5 part series, called “Essential Consultant Website Pages”, I’m going to break down how you and your designer can create the most effective sales-oriented website for your consulting business. By the end of this article, you will… Know what the homepage of your website should aim to do.

Consulting 60

Consulting Examples Education Case Study 60

Consulting Success

JANUARY 29, 2018

Many consulting firms spend time writing about their methodologies or writing about their own case studies to self-promote. What kind of impact those articles had on your business? Articles are certainly depending where you put them and what you write or something that’s a source of access to a broad thing.

Development 189

Development Consulting How To Case Interview 189

Harvard Business

DECEMBER 14, 2018

I explained this in an article that was published in Harvard Business Review in 2008, before any of those companies began, and, now, 10 years later, that still holds true, as more and more of the business discourse is focused on digital transformation. In other words, they had great business models.

Advertising 51

Advertising Turnaround Resources Comparison 51

Chad Barr

SEPTEMBER 10, 2014

Contact readers or our newsletters and solicit ideas for future articles and topics. 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

Tsavo Neal

JANUARY 20, 2022

If you’re not a consultant but you’re interested in websites for individuals, check out my article on the best personal websites ). For me, I can pick up the phone and my sales process from that point onwards is about qualification and some negotiation, but you’ve got to start with lead generation.

Consulting 167

Consulting Case Study Case Studies Media 167

Tsavo Neal

MAY 25, 2017

In this article, we’ll look at a story of a consulting firm that was able to differentiate their firm successfully — and it completely changed the fate of their business. By the end of this article, you will… Understand common myths about differentiating, and how they are wrong.

Consulting 60

Consulting How To Industry Marketing 60

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. Nonetheless, the case study demonstrates that measuring the value of sustainable business can be done, and that sustainable business itself can be cost-effective.

Methodologies 28

Methodologies How To Case Study Case Studies 28

Harvard Business

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. The result: wasted time and unnecessary frustration.

Turnaround 38

Turnaround Talent Groups Meeting 38

Harvard Business

AUGUST 22, 2016

Chris Zook and James Allen have also recently tackled this issue their recent HBR article “ Reigniting Growth.” The voluminous case studies and articles about the firm would fill entire file cabinets in the typical business school storage area. I start by making a model of the business.

Company 28

Company Sales Retail Engineering 28

Harvard Business

APRIL 5, 2016

” For example, camera maker Canon chose Maria Sharapova, one of Elberse’s case study subjects, because the Russian tennis star represents “power, precision[, and] a sense of style.”

Advertising 28

Advertising Case Interview Sales Case Study 28

Management Consulted

JANUARY 18, 2015

1997 – First Global Prize, an annual business school case study competition for potential recruits, awarded. Marketing & Sales. As a standard, in each interview, you will be asked to complete a short case study that measures your communication and problem-solving skills. MC Articles. Beware – A.T.

Interviews 100

Interviews Culture Case Interview McKinsey 100

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

Women in Consulting

OCTOBER 26, 2015

Deb Siegle, WIC’s president, was recently interviewed (by email) regarding women consultants and business owners for possible inclusion in an article for one of the Boston College blogs. A sales trainer told me that he thought women were better salespeople because they engage with the prospect. By: Deborah Siegle. A side note.

Interviews 48

Interviews Case Interview Consulting Bain 48