Harvard Business

FEBRUARY 28, 2018

As a VP of sales and marketing for Becker-Birnbaum International, a global consumer products company, Aliyah knew she needed a talented marketing director to support her division’s portfolio of 34 products. Aliyah Jones was having trouble paying attention to the farewell toasts. “Tell me what interests you about this job.”

Case Study 30

Case Study Case Studies Study Case Interview 30

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. Where were you always interested in sales?

How To 108

How To Sales Consulting Training 108

Consulting Success

JANUARY 29, 2018

Ron and his partners at Navalent help companies that are in pursuit of a substantial transformational change, whether it be strategic formulation, organizational design, cultural shifts, or executive leadership behaviors. I studied arts and it was my initial formal training. Ron, you’ve written several books on leadership.

Development 189

Development Consulting How To Case Interview 189

Harvard Business

JULY 31, 2017

Take the MIT Media Lab’s experiment to see whether it could estimate retail sales performance on “Black Friday,” the day following the US Thanksgiving holiday. Combining this with data on average spend per shopper enabled them to estimate a retailer’s sales , even before the company had recorded it themselves.

Change Management 28

Change Management Data Marketing Management 28

Harvard Business

JULY 19, 2017

They have to decide where to adopt agile principles and mindsets, where to use agile problem-solving methodologies to dynamically address strategic and organizational challenges, and where to more formally deploy the full agile model, including self-managed teams. Senior leadership teams that embrace agile do a few things differently.

Agile 28

Agile How To Enterprise Metrics 28

Harvard Business

DECEMBER 28, 2016

Share of wallet is the ultimate measure of how they spend their money when the ultimate point-of-sale (POS) decision occurs. Study the drivers and barriers of both to optimize here. When this is the case, though, be certain to study KPI success or failure with caution. True CX leadership comes from: Ownership.

Metrics 29

Metrics Data ROI Benchmarking 29

Harvard Business

APRIL 4, 2016

He had spent his entire 14-year career at the company, had worked hard, and had rapidly climbed the ranks in sales and marketing. In a related study, I found that leaders making internal moves between units in their companies rated the difficulty of their transitions an average of 70% as hard as joining a new company. What to do?

Turnaround 28

Turnaround Chemicals Study Company 28

Management Consulted

OCTOBER 3, 2012

I was immediately captivated by the dynamic and fascinating world of consulting, and began taking interest in studying cases. ” “I was working in a wine shop during my undergrad and started to realize that I was able to close more sales by being a trusted advisor to my client rather than acting like a sales rep.

Consulting 204

Consulting Case Interview Interviews Engineering 204

Harvard Business

MAY 8, 2017

In a study of S&P 500 and Global 500 firms, our team found that those leading the most successful transformations, creating new offerings and business models to push into new growth markets, share common characteristics and strategies. We always urge you to read the methodology carefully. Microsoft is a case in point.

Methodologies 43

Methodologies Culture Metrics Company 43

Harvard Business

MAY 20, 2016

To illustrate how this all plays out on a larger scale in real companies, here are two mini case studies from businesses we’ve worked with. The New York headquarters housed over a third of its workforce, including developers, the sales team, operations, and leadership.

Exercises 30

Exercises Meeting Real Estate Survey 30