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 74

Sales How To Case Study Case Studies 74

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. ” “This would, of course, be easier if you knew how any of these people were going to respond to questions. If you raise this issue with anyone—Mr.

Case Study 31

Case Study Case Studies Study Ethics 31

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. “Of course he is.”

Case Study 28

Case Study Case Studies Study Sales 28

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. ” “Of course,” Christine replied. ” 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

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).

System 52

System Case Study Case Studies Video 52

The Fearless Marketer

AUGUST 19, 2019

And, of course, even if you see or hear stuff that you like, that’s both beneficial and attractive, it doesn’t guarantee you’ll respond. 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.

Marketing 66

Marketing Advertising Case Study Case Studies 66

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

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.

Case Interview 100

Case Interview Consulting Interviews Case Study 100

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 39

Turnaround Talent Groups Meeting 39

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

Tsavo Neal

MARCH 20, 2019

But, not all sales conversations lead to project work. prospects turn into a paying client — or a 20% sales call conversion rate. Sales call conversion rate: 20% Consultations needed per month: 3.3333 Consultations needed (per week): 0.8333 Consultations needed (per day): 0.111. Now we’re getting somewhere.

Consulting 101

Consulting Marketing Sales Tools 101

Harvard Business

NOVEMBER 6, 2018

Transforming Customer Experiences draws upon the latest research and insights to equip senior managers with a new toolkit for leading and managing a professional services firm or a customer service or sales team. The case explores this process through the example of Cineplanet, a leading movie cinema chain in Peru. Learn more.

Education 31

Education Methodologies Case Study Case Studies 31

Tsavo Neal

JANUARY 20, 2022

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. In fact, my website is my secret 24/7 sales agent. While there are of course many other places with my content (podcasts, articles, guest posts, etc.),

Consulting 167

Consulting Case Study Case Studies Media 167

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. “Of course,” he added, “I think the applause would be even louder if I’d talked about the holacracy initiative.”

Case Study 28

Case Study Case Studies Study Construction 28

Harvard Business

SEPTEMBER 12, 2016

The saying “You only have one chance to make a first impression” holds true in many situations, from job interviews to sales calls. That advice is easier preached than executed, of course, so Clark suggests, “using the methodology of power posing [before the meeting] to tamp down your cortisol levels.”

How To 28

How To Case Interview Interviews Meeting 28

Management Consulted

OCTOBER 2, 2016

Specializing in economic, financial and market analysis, specifically for cases in litigation, Cornerstone Research touts itself as the one player major law firms turn to when navigating the obstacle course that is the American and European legal systems. Case Studies. How exactly does the firm help, though? Social Media.

Interviews 100

Interviews Research Culture Case Interview 100

Harvard Business

AUGUST 31, 2018

To look into this question, I conducted a case study as part of my dissertation research involving 23 women of color at a Fortune 500 company. Business leaders monitor and are held accountable for making or missing sales goals, so why not the same for diversity and inclusion? This, of course, can be difficult or uncomfortable.

Management 48

Management Leadership Culture Development 48

Harvard Business

JULY 15, 2016

When a bright, talented employee is eager to move up but isn’t quite equipped to do so, one of the most powerful things you can say is, “‘I believe in you’ — if you genuinely mean it, of course,” Weintraub says. Of course, the best way to manage your direct reports’ expectations is preemptively.

Case Study 28

Case Study Case Studies Sales Company 28

Harvard Business

APRIL 25, 2018

Case Study #1: Help your employee feel comfortable and emphasize the importance of learning. Case Study #2: Partner your employee with a colleague and praise her on what she does well. Angela was new to the company and had previously worked in a sales and operational role. Be a martyr.

Management 44

Management How To Case Study Case Studies 44

Tsavo Neal

OCTOBER 2, 2020

Case studies and thought-leadership are the perfect way to show them that you’re the one who can help them achieved that desired future. Case studies tell stories of how you’ve helped businesses like theirs. Thought-leadership (articles, essays, white papers, research, courses, etc) demonstrate your expertise.

Case Study 60

Case Study Case Studies Resumes Study 60

Business Consulting Agency

JANUARY 23, 2024

Case Studies: The Tangible Impact of Business Consulting Financial Turnaround: A struggling manufacturing company sought the expertise of a business consultant to address financial challenges. The tangible impact of consulting services is reflected in case studies and quantifiable metrics.

Consulting 52

Consulting Turnaround ROI Case Study 52

Harvard Business

JUNE 20, 2017

Dr. Reddy’s: A Movement-Minded Case Study. Over the course of several months, the Dr. Reddy’s team worked with IDEO to learn about the needs of everyone, from shop floor workers to scientists, external partners, and investors. One leader who understands this well is G.V.

Culture 53

Culture Company Enterprise Leadership 53

Harvard Business

AUGUST 12, 2016

This remarkable underdog story from the world of soccer provides a useful case study of sorts for businesses as well as sports organizations. ’ but I am not Obama… Of course we are underdogs.” Of course, not all small-share brands are underdogs that can bite. Insight Center. Measuring Marketing Insights.

Research 28

Research Media Case Study Case Studies 28

Harvard Business

MARCH 31, 2017

Of course, there are also myriad books and reference guides on the topic. After all, it’s easier to determine your impact on the bottom line if you’re in sales, but it’s not as straightforward if you’re in, say, HR. Case Study #1: Partner with a colleague in finance and experiment with numbers.

Finance 28

Finance Balance Sheet How To Metrics 28

Harvard Business

MAY 4, 2018

” His new book, Measure What Matters , contains his explanation for how and why the system works, as well as case studies by leaders who’ve adopted it — including Bill Gates, Larry Page, and Bono. Doerr stopped by HBR to talk about his passion for setting and reaching goals.

System 28

System Agile Culture Case Study 28

Harvard Business

JANUARY 29, 2018

Case Study #1: Create a “ resume of accomplishments” to bolster your argument. Case Study #2: Ask at the right time and request specific feedback. The timing was right: He had just finished a stellar year of sales. Play the “other offer” card recklessly. Be patient.

How To 28

How To Handbook Resumes Metrics 28

Harvard Business

JULY 1, 2016

Perhaps he’s a sales whiz, a brilliant marketing strategist, or has great technical chops. Case Study #1: Accommodate your new boss and stay in touch with your old one. ” Case Study #2: Determine why the new boss was appointed and what it means. “We have a good relationship.”

Energy 40

Energy Case Interview Case Study Case Studies 40

Harvard Business

DECEMBER 3, 2018

If you’re miserable, you can course correct, says Bidwell. Case Study #1: Think about the next phase of your career. ” Shortly thereafter, the CEO tapped her to take on a new job leading sales operations and solutions. ” Case Study #2: Seek advice and input from others.

How To 28

How To Case Study Case Studies Travel 28

Management Consulted

AUGUST 21, 2013

Then, of course, the thing everybody wants to know is what your experience in the interview was like with McKinsey, and then finally what you’re most excited about from joining the firm. So I actually interviewed with another company, did a case interview, and did very badly. Andy: Sounds great. That was only about 3 or 4 minutes.

McKinsey 175

McKinsey Interviews Case Interview Consulting 175

Management Consulted

MAY 17, 2015

Recapped here, a consultant will conduct research and give business advice so that one of the 3 following outcomes will be achieved, depending on the work you have been commissioned for: 1) Increased sales. Even if you don’t feel predisposed to this way of operating, we would encourage you to read and practice solving these cases.

Consulting 100

Consulting Case Study Case Studies Engineering 100

Tsavo Neal

JANUARY 25, 2018

You can download my free high-converting Consultant Homepage Template that comes with my free email course on how to build a system for getting more consulting clients online. Creating a video course. Launching a free email course. Case studies. Creating a Video Course. Table of Contents. Guest posting.

Consulting 68

Consulting Advertising Case Interview Conference 68

Tsavo Neal

APRIL 27, 2017

So, I beg you, don’t design your own sales materials. Many sales are won and lost by simply by how you graphically represent yourself.” A professional design makes reading all of your content — publications, posts, case studies, etc — easier to read and more enjoyable.

B2B 60

B2B Marketing Consulting Advertising 60

Tsavo Neal

FEBRUARY 15, 2018

And unlike most consulting website services pages, they’re talking to you and demonstrate their case studies instead of a laundry-list of generic services. It’s a really, really nice services page that’s connected to some of their thought-leadership. Action step.

McKinsey 60

McKinsey Video Consulting Education 60

Harvard Business

OCTOBER 9, 2018

Has the company decided to pursue a new business vertical based on data collected by the sales team in the field? If a sales manager has been tracking the performance of sales efforts against a new vertical, he should be able to quickly gather some valuable insights that the rest of the organization would benefit from understanding.

Data 37

Data Sales Case Interview Meeting 37

Harvard Business

MAY 25, 2016

Firms are scrambling to hire a new brand of analysts dubbed “data scientists,” and universities have responded to this demand by introducing data science courses into degrees ranging from computer science to business. The traditional way of solving this problem is using time-series econometrics with historical sales data.

Data 50

Data Advertising Operations Case Study 50