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    Blog Category // McKinsey

    When your customers DO want to speak to a sales person

    Posted by Bob Apollo, Oct 31, 2018
    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

    Posted by Bob Apollo, Jun 14, 2017
    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

    Posted by Bob Apollo, Jun 30, 2016
    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?

    Posted by Bob Apollo, May 31, 2016
    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

    Posted by Bob Apollo, Feb 19, 2015
    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

    Posted by Bob Apollo, Oct 28, 2013
    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?

    Posted by Bob Apollo, Feb 12, 2013
    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

    Posted by Bob Apollo, Jul 19, 2012
    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

    Posted by Bob Apollo, Jun 12, 2012
    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

    Posted by Bob Apollo, Nov 23, 2011
    According to recent Forrester research quoted by Tim Riesterer in his excellent “Conversations that Win the Complex Sale”, ...
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