Tom Spencer

JANUARY 12, 2019

What I’m going to do in this post is to give two examples of conclusions to the same case interview: one okay conclusion and one great conclusion. Finally, we’ve looked at some of the other markets in which the client operates against similar competitors that already exist in the European market. Okay Conclusion.

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Case Interview Examples Interviews Retail 60

LSA Global

MAY 19, 2022

Almost every business sales training program teaches how to ask effective sales questions. You need to know how sales questions build rapport with customers. For example, suppose that a buyer says, “I’m worried about meeting our growth targets.” So, Chelsea, tell me about your after-sales support,” he says. “No

Sales 36

Sales Research Meeting Groups 36

Harvard Business

MARCH 21, 2018

One example of this sticks in my mind. These kinds of statements speak to a leader’s choice of values, and a failure to understand the relationships between a safe work environment and operational performance. Improved operational performance will result in fewer injuries. It doesn’t have to be this way.

Operations 57

Operations Chemicals Metrics System 57

Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales 49

Sales B2C Energy Efficiency 49

LSA Global

MAY 5, 2020

Every High Performing Sales Leader. Being a high performing sales leader is not easy. Sales leaders are responsible for building and scaling the sales team, designing meaningful compensation plans, training and onboarding new hires, and simultaneously meeting quarterly revenue and margin targets.

Sales 36

Sales Culture System Talent 36

LSA Global

AUGUST 25, 2020

Is It Time to Pivot Your Sales Strategy? Are you and your sales team agile enough? You will find out just how quickly you can pivot your sales strategy and your sales team when a crisis occurs. Do you need to pivot your sales strategy or sales approach? 3 Steps to Pivot Your Sales Strategy During a Crisis.

Sales 36

Sales Strategy Strategy Strategy& 36

BCG

MAY 9, 2016

BCG’s Retail-Banking Excellence benchmarking study (REBEX) profiles the operational and digital practices and performance of 20 of the world’s leading retail banks, a group of 40 institutions chosen for their size and the strength of their capabilities. At the heart of the benchmarking are core operational metrics.

Operations 40

Operations Retail Banking Benchmarking 40

Tom Spencer

MAY 13, 2022

Consider a company operating in the retail industry, which has a large assortment of different products in its inventory and a dozen stores. For example, the top sold products could differ from store to store. For example, if a product sold 100 units in 3 months (~91 days), then we divide these two numbers (100/91) to calculate that 1.09

Balance Sheet 88

Balance Sheet Retail Sales Productivity 88

Markovitz Consulting

JANUARY 14, 2019

But when it comes to internal operations at least, disruption is often both bad for business and for employees, because it causes unevenness in work. This week I’d like to address sales incentives and volume discounts. It read the increased sales as a sign that consumers had started to like green cars, and ramped up production.

Turnaround 133

Turnaround Sales Operations Productivity 133

Brimstone Consulting

JUNE 7, 2022

One example of where Business Acceleration Teams played a role in the transformation of an organization is that of a beauty and personal care division of a global packaging company. Case Study How Business Acceleration Teams Helped Increase Sales and Drive Results. Additionally, the process enhances leadership development and growth.

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Case Study Case Studies Leadership Operations 79

Harvard Business

JULY 30, 2018

Based on research for my book Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling , here are five specific areas where AI algorithms can be leveraged to help your business grow by helping your sales team sell more: Price Optimization: Knowing what discount, if any, to give a client is always a tricky situation.

Sales 37

Sales Data Company Examples 37

Consulting Matters

DECEMBER 16, 2022

It shows them where their disconnects are and the implications, for example, if they decided to change their organizational strategy by reducing their headcount to both their people strategies and the achievement of their business strategy and culture. It is knowing whose buy-in you'll need and how to get that buy-in.

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Consulting System Sales Meeting 156

Consulting Matters

SEPTEMBER 15, 2022

And this whole experience is a perfect example of the power of a well-positioned brand. Back to the Basics in Leadership and Life with former EVP of Operations for the Walt Disney World Resort Lee Cockerell. The Balanced Way to Achieve Scale and Sale with CEO Mark Johnson. Architect Your Business Joy with Jodee Peevor.

Consulting 156

Consulting Video Sales Operations 156

Martinka Consulting

DECEMBER 19, 2020

If the management team, or part of it, leave and sales go down so does his ultimate payout. Operations and management systems in place that will make a transition smooth. The post When is a Business Prepared for Sale? Due diligence is overwhelming my client and his staff. Its people, process and systems. and those “things” are).

Sales 40

Sales Insurance Insurance Financial 40

Asamby Consulting

APRIL 14, 2022

The Operating System is the main infrastructure that allows a company to run. Using Airtable as a company "operating system" This blog post shows how to create a simple CRM on Airtable. This is the first of a series of posts where we will show how you can use Airtable to build your company's "operating system".

How To 52

How To Sales B2B Operations 52

Johanna Rothman

MARCH 14, 2024

You should see SGA: Sales and General Administration—overhead. Tools and technology: Operating systems, languages, anything specifically technical. For example, if you have 20 years of experience in banking, you know a lot about the various regulations and how they affect product development. Industry expertise.

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Agile How To Metrics Productivity 100

Markovitz Consulting

JUNE 26, 2017

I was at a conference for internet retailers two weeks ago and was overwhelmed by the software and hardware solutions promising to solve all their operational problems and turn their ecommerce businesses into a highly profitable, eight figure monsters. Let’s say, for example, that you invest in hand-held scanners in a warehouse.

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Software System Sales Operations 178

Tom Spencer

OCTOBER 28, 2022

The first one seeks to implement a principle for taxation of corporate revenues based on location of sale rather than place of manufacturing. For example, when a shell company located in a low tax jurisdiction has no business operations other than being the formal owner of valuable intellectual property, and collecting royalty fees for it.

Intellectual Property 88

Intellectual Property Sales Policies Consulting 88

Tom Spencer

APRIL 21, 2023

For example, in a retail setting, let’s say a fashion clothing client wants to understand the purchasing behaviour of their customers. Consultants are still needed to interpret the results, identifying key trends and patterns, and making recommendations that can help the client to increase sales and customer satisfaction.

Consulting 88

Consulting Data Healthcare Ethics 88

Markovitz Consulting

JANUARY 7, 2019

But when it comes to internal operations at least, disruption is often both bad for business and for employees, because it causes unevenness in work. For example, the spike in toy demand at Christmas puts enormous pressure on factories, warehouses, and logistics providers, to say nothing of front-line retail staff.

Operations 160

Operations Retail Resources Productivity 160

Harvard Business

DECEMBER 2, 2016

Many organizations today are wondering how to get into machine learning, and what it means for their existing analytics operation. To illustrate the movement from “artisanal analytics” to “autonomous analytics,” I’ll provide an (anonymous) detailed example.

Operations 28

Operations Construction Sales Data 28

1 to 1

MAY 4, 2020

Like a massive tidal wave, the COVID-19 pandemic has upended business operations, supply chains, and economic activity, leaving a path of uncertainty. However, it has not changed the need for sales teams to produce results. How do I enable a sales environment with at-home sellers? How do I align field sales with inside sales?

Sales 26

Sales How To Resources Meeting 26

Harvard Business

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art. Why does this happen in so many companies?

Sales 28

Sales Data Enterprise Operations 28

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 39

Sales B2B Tools Software 39

Harvard Business

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software as a service) subscriptions.

Sales 34

Sales Guidelines Efficiency Software 34

Martinka Consulting

OCTOBER 12, 2018

Due diligence is a process that benefits both sides in a business sale transaction. The following are four examples of unique due diligence situations that occurred in transactions facilitated by IBA. Market reaction was positive and agreement was reached with a buyer for the sale of the business.

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Sales Financial Company Marketing 53

Markovitz Consulting

OCTOBER 28, 2020

But if you want to thrive in the post-COVID world, you’ve got to start working on operational improvements now. Here are three examples of how their maps have helped them see into their processes more clearly and make changes to become more efficient. COVID travel restrictions made those customer visits impossible.

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Sales Meeting Operations Video 147

Tom Spencer

AUGUST 22, 2020

For example, is the meatless meat category growing? Retail depletions: It’s essential to have a clean measure of sales to end-users, undistorted by fluctuations in inventories. is the most common measure of sales to consumers. Promotions are designed to have powerful, short-term effects on sales. At what rate?

Marketing 88

Marketing Advertising Retail Sales 88

Wakeman Consulting Group: Dave's Blog

FEBRUARY 6, 2023

Take the iPhone as an example, Apple could compete on price with any provider because they operate retail locations, design the phones, and control the manufacturing of their phones. As an example, you may be selling a product that has a 50% contribution margin at full price. They control the whole value chain.

Sales 59

Sales Retail Productivity Examples 59

Tom Spencer

JULY 7, 2023

I was assigned to a typical strategy engagement – should client X selling product Y increase sales in market Z? Our hypothesis was that increased sales volume would be associated with increased profitability due to economies of scale. His advice was specific to consulting, but applicable to other areas of business too.

Data 78

Data Consulting Balance Sheet Analysis 78

Markovitz Consulting

JULY 30, 2020

Reorganizations bulldoze those intangible assets into oblivion, ensuring that for six months at least, a company will be operating much less effectively. For example, a company that wants to cut costs might choose to reduce maintenance on their machines. People who study system dynamics refer to “ fixes that fail.”

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Productivity Research Sales Operations 124

Comatch

NOVEMBER 10, 2022

Few enterprise tools have the potential to revolutionize daily operations and help businesses achieve best-case ROIs like a CRM. However, three key benefits of a CRM stand out by delivering the most long-term value: Enhancing business visibility with unprecedented insights into everyday operations.

ROI 52

ROI How To Tools Sales 52

CaseInterview.com

DECEMBER 7, 2022

For example, special forces often conduct operations at night, in the dark, using the element of surprise. Strong relationships also get you referrals — also known as revenue with little to no cost of sales. New prospects that come from customer referrals also have a sales closing rate much higher than other leads.

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McKinsey Sales Operations Industry 59

Harvard Business

MAY 25, 2016

Sales reps are most effective when they have the right amount of support staff, but exactly how much support staff does a company need, and how should it be structured? Call it a Goldilocks quandary: Too little support, and your sales people can’t do their jobs well; too much, and you’re wasting money.

Sales 39

Sales ROI Efficiency Operations 39

Harvard Business

JANUARY 30, 2017

Success in a sales force requires having strong talent up and down the organization. A weak salesperson will weaken a sales territory, a bad sales manager will damage their team and dampen results in their region, and a poor sales leader will eventually ruin the entire sales force. Consider two examples.

Sales 28

Sales Culture Talent Ethics 28

Tom Spencer

MARCH 21, 2020

Over time, the executives get so engrossed in running the day to day operations of the business that they forget that the purpose of the business is to serve it’s customers. You are not transparent or operate in bad faith. A good example would be a sales person providing inaccurate information to the customer just to make that sale.

Banking 88

Banking Airlines Insurance Insurance 88

Harvard Business

MAY 20, 2016

Facing interconnected operational issues, members of the eight-person senior leadership team were turning against one another. The sales and marketing director said he was receiving complaints about sloppy service. The sales and marketing director said he was receiving complaints about sloppy service. Insight Center.

Operations 31

Operations Hotels Case Interview Finance 31