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. It seems like I report to both of them. Moon’s team, but there had been complications with her visa. “Or what about talking to this Emma person?

Case Study 30

Case Study Case Studies Study Ethics 30

LSA Global

JUNE 18, 2020

For those struggling with how to stand apart from the pack, the encouraging news is that Gartner Research reports that over 50 percent of customer loyalty is driven by how you sell – more than the impact of your brand, product, service, and price combined. The Sales Challenge. Let’s start with the current state of sales.

Sales 36

Sales Training Training Culture 36

Harvard Business

AUGUST 16, 2018

Most leaders assume that they need to foster teamwork among the people whom directly and indirectly report to them. Consider the example of Nicolas, a regional sales vice president at a medical devices company. Here are eight common roles that your reports may need to play together.

Turnaround 38

Turnaround Talent Groups Meeting 38

Harvard Business

MARCH 14, 2018

Digital natives who grew up with the Internet and smartphones have transformed the way B2B buyers research purchases, qualify vendors and make purchases—changing the rules of the game for marketers and product managers. Dental and medical products wholesaler Henry Schein is a good example.

B2B 28

B2B Bain Research Study 28

Harvard Business

APRIL 5, 2016

As she explained in this interview , “Companies try to find athletes with attributes that match those of the products the athlete is asked to endorse.”

Advertising 28

Advertising Case Interview Sales Case Study 28

Harvard Business

OCTOBER 13, 2016

According to a study , executives consider less than one-fifth of the meetings they have with salespeople to be valuable. While the number of executives reporting to the CEO has doubled, only 35% of Fortune 500 and S&P 500 companies have COOs, who are responsible for integration across business units or functions.

Strategy 28

Strategy Strategy Strategy& Hotels 28

Harvard Business

JUNE 30, 2017

This is a particularly acute issue at the entry level, where employers have come to accept that high levels of attrition and low levels of productivity and quality are normal. It has trained and placed 11,000 graduates into entry-level jobs in four sectors: health care, tech, retail/sales, and skilled trades.

Training 39

Training Training ROI Metrics 39

Harvard Business

MARCH 14, 2017

As I said at the time, it was a case study in poor policy and even poorer execution. According to a Bloomberg report , banks were estimated to have received 14.97 Indian Railways will no longer levy a service charge on tickets booked online, and the government is removing duties on point-of-sale devices and fingerprint readers.

Banking 37

Banking Government Policies Sales 37

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 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. Other women described working in new areas outside their current expertise, allowing them to learn entirely new product areas or skills as part of their leadership growth.

Management 47

Management Leadership Culture Development 47

Women in Consulting

OCTOBER 26, 2015

I need to be constantly developing and marketing differentiated products or services that meet a need, that I can deliver in a quality manner and that people will pay for. A sales trainer told me that he thought women were better salespeople because they engage with the prospect. A side note.

Interviews 48

Interviews Case Interview Consulting Bain 48

Harvard Business

JULY 15, 2016

But when you have a direct report whose ambition and desire are greater than his ability or experience, managing expectations isn’t easy. As a manager, your goal is to keep your team engaged, productive, motivated, and happy. Of course, the best way to manage your direct reports’ expectations is preemptively.

Case Study 28

Case Study Case Studies Sales Company 28

Business Consulting Agency

JANUARY 23, 2024

A single misstep, whether in product quality, customer service, or ethical considerations, can tarnish a brand’s image irreparably. These inefficiencies hinder productivity and hamper the ability to adapt to market dynamics. The tangible impact of consulting services is reflected in case studies and quantifiable metrics.

Consulting 52

Consulting Turnaround ROI Case Study 52

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. ” Mark reported to no one for a “painful few months.” But a new manager will almost certainly have something useful to teach you.

Energy 39

Energy Case Interview Case Study Case Studies 39

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

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. Perhaps your direct reports tend to get promoted faster or your team is more productive. ” It could be a new assignment at work, upcoming travel, or a new product lineup.

How To 28

How To Case Interview Interviews Meeting 28

Harvard Business

MARCH 31, 2017

After all, if you’re trying to sell a product or strategy, you need to be able to demonstrate that it is both practical and high margin. That way, when you do need to “tabulate the consequence of a particular decision,” such as, whether or not to launch a new product or shut down a factory, you have the tools to do so.

Finance 28

Finance Balance Sheet How To Metrics 28

Harvard Business

AUGUST 22, 2016

To give an example of just how hard it can be to prevent this from happening, let’s consider the case of Nokia. The voluminous case studies and articles about the firm would fill entire file cabinets in the typical business school storage area. Pragmatically, you can begin to do this without a whole lot of drama.

Company 28

Company Sales Retail Engineering 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. Case Study #2: Emulate successful role models and exhibit strong body language.

How To 28

How To Case Study Case Studies B2B 28

Harvard Business

JULY 18, 2016

We can use practices from Doug’s approach to the trust-building competency over his 40-year leadership career as a case study for the behaviors leaders should develop as they work to build and sustain trust. And in every case, his reports now had a specific and observable measure for gauging his trustworthiness.

Financial 28

Financial Culture Leadership Report 28

Harvard Business

AUGUST 18, 2016

Having a positive, productive, and healthy relationship with your boss is critical to your professional success, says Linda Hill, professor at Harvard Business School and coauthor of Being the Boss: The 3 Imperatives for Becoming a Great Leader. Case Study #1: Empathize with your manager’s perspective and ask for their guidance.

Case Study 28

Case Study Case Studies Management Sports 28

Harvard Business

APRIL 19, 2018

Companies have hired writers and Chief Content Officers to run departments, create blogs and other materials, and, in the process, some have assured sales people that content marketing can mean the end of cold calling. Documents uploaded to DocSend’s platform include case studies, overviews and guides, e-books, and proposals.

Marketing 41

Marketing Case Study Case Studies Sales 41

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

JANUARY 25, 2018

Case studies. Selling productized consulting. A white paper is a report given on a topic in your industry. As a consultant, there is no better position to be in for sales conversations than that of the trusted advisor — a position that publishing your white paper helps you take. Lead-generating website.

Consulting 68

Consulting Advertising Case Interview Conference 68

Harvard Business

OCTOBER 9, 2018

Corporate leaders are becoming convinced of the impact that effective data collection and analysis can have on the bottom line, from tracking daily reports against Key Performance Indicators to make informed decisions on where to spend marketing dollars, to monitoring and evaluating customer communications to adjust product offerings.

Data 36

Data Sales Case Interview Meeting 36

Harvard Business

MAY 25, 2016

Survey-based reports find that firms are currently spending an estimated $36 billion on storage and infrastructure, and that is expected to double by 2020. However, looking at the surveys and consulting reports, it is unclear what the precise use cases are that will drive this positive ROI from big data.

Data 49

Data Advertising Operations Case Study 49

Harvard Business

MAY 5, 2017

More and more people are working remotely, and many say it improves their productivity and satisfaction — while also saving them time and money. ” But, in fact, research suggests the opposite: Working from home increases productivity, efficiency, and engagement. Stephen Smith for HBR. ” Devise a plan.

How To 51

How To Case Study Case Studies Productivity 51

Harvard Business

FEBRUARY 6, 2017

For most of us, it seems pretty simple: when we ship the product or launch the service. And as the world continues to digitize and almost every product and service becomes more driven by (or at least integrated with) software, this need grows even stronger. Our goal might be to sell more of our products online.

Management 28

Management System Software Productivity 28

Harvard Business

JUNE 5, 2017

And you don’t always need to report to me.’” If your report tells you he’s struggling with a particular task, you should marshal tools and resources help, says Hill. Case Study #1: Adjust your management style and focus on peer coaching. ’” Boost your employee’s ego, she says.

Management 28

Management How To Sales Case Study 28

Kates Kesler

JUNE 11, 2014

Royal Dutch Philips is a $20B diversified consumer electronics, healthcare, and lighting products company. He reset collaborative P&L metrics and business review processes, shared by the region leaders and the global product leaders, to form tight “business handshakes,” that he regards as the center of a granular set of growth strategies.

Apparel 82

Apparel Healthcare Enterprise Chemicals 82

Harvard Business

JUNE 15, 2016

He has written a case study about food safety testing and is the author of All Business Is Local. Chipotle aimed to differentiate itself from other quick-serve restaurants on the basis of using local ingredients and local sourcing of its products. Our conversation has been edited for length and clarity.

Case Study 28

Case Study Case Studies Operations Productivity 28

1 to 1

MAY 7, 2013

Sales Effectiveness. 1to1 Case in Point. Sales Effectiveness. Sales & Marketing Effectiveness. These include an accountant council, a group of 12 to 15 accounting and tax practitioners who are invited to one of Intuits campuses twice each year to learn about and provide feedback on Intuits strategy, roadmap, and products.

Media 51

Media Airlines Case Interview Trends 51

Harvard Business

FEBRUARY 28, 2017

Editor's Note This fictionalized case study, based on the HKUST Thompson Center for Business Cases case study “Baume et Mercier: Battling Giants for China’s Luxury Consumer,” will appear in a forthcoming issue of HBR, along with commentary from experts and readers. . ” Song asked.

Case Study 28

Case Study Case Studies Study Sales 28