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    Blog Category // McKinsey

    When your customers DO want to speak to a sales person

    There’s been a great deal of comment – often from people and organisations who frankly should know better – about how ...

    McKinsey: It’s time to treat our sales people like customers

    As a recent McKinsey article points out, as much as half of a company’s value creation rests with its sales force. Their ...

    McKinsey on applying analytics to make the most of your sales resources

    I recently had the privilege of interviewing Homayoun Hatami and Holger Hürtgen of McKinsey about the ground-breaking ...

    McKinsey, HBR: How much support do your sales people need?

    There is some fascinating research just published in the Harvard Business Review by a group of McKinsey consultants. They ...

    McKinsey help to illuminate changes in b2b buying behaviour

    A recent article in the McKinsey quarterly has highlighted a phenomenon that many of us have observed: B2B purchasing ...

    McKinsey: why most B2B marketing messages fail to move the customer

    Recent research by McKinsey has revealed a dramatic divergence between the brand messages used by B2B companies and the ...

    McKinsey: What can business learn from the software industry?

    In a recent article (“Competing in a digital world”) on the McKinsey website, authors Sarrazin and Sikes identify 4 lessons ...

    Exclusive McKinsey Interview: Finding the Mountaintops in Your Markets

    Homayoun Hatami of McKinsey is one of the co-authors of the widely acclaimed “Sales Growth - Five Proven Strategies from the ...

    McKinsey: 5 winning strategies of the world’s top sales organisations

    Pär Edin and his colleagues at McKinsey believe they have identified the five winning strategies that distinguish the ...

    Forrester: Prospects only rate 7% of sales calls as worthy of follow-up

    According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...