Insight

Customers’ Elements of Value Affect Company Performance

In a new report, Bain & Company found that value elements directly influence revenue, market share, customer loyalty, and willingness to pay in 22 consumer categories

Unified Commerce Is Essential to Meeting Customer Expectations

BRP identifies five areas that retailers need to work on to develop a unified experience

Required Reading: Competing on Customer Experience Requires a 'Growth IQ'

Companies still need to put customers first to grow their revenue

The Post-Purchase Experience Is Essential to Retaining Customers

A recent report from BRP lays out eight best practices for retailers to improve the post-purchase experience

Sales Hiring Hits a Snag

Ensuring sales force success requires changes in hiring and post-hiring processes

Required Reading: Your Guide Along The Journey to Wow

Steps companies can take to achieve a customer experience culture

Personal Digital Twins Look Like the Answer for Marketers

New technology holds the key for increasing personalization and reducing data risks

Marketing’s Role Changes to Growth Creator

The CMO Council has set out five plays marketers need to adopt to grow revenue

Don’t Expect Immediate Results with AI

A recent report from Forrester asserts that the benefits of AI in marketing will take time

Required Reading: Companies Can Innovate and Cut Costs with Costovation

R&D doesn't have to suffer just because money's tight

Sales Is Merging with Science

More STEM graduates are finding their niche in sales careers

An Empowered Workforce Needs a Culture of Engagement

Employee engagement, employee experience, and employee enablement have to come together

Buyer Enablement Is the Key to B2B Sales

Much of the sales process happens before sales reps get involved

The Four Stages of Content Consumption

The content that B2B audiences consume reflects their position in the conversion funnel, research finds

Mobile Ad Spending to Continue Gains

Video will be a major factor in mobile ad spending growth, Forrester Research finds

Required Reading: Understanding How Customers Buy…& Why They Don’t

In a world of nearly infinite choices, companies need to shift their focus from how they sell to how customers buy

Sales Require Organizational Overhaul, Better Data

Most sales teams still struggle with infrastructure and processes, study finds

Required Reading: How to Master Sales Enablement

In a world of informed buyers, sales enablement can help organizations set themselves apart

Gig Economy Has Contact Center Potential

Customer communities can be a fruitful source of freelance customer service workers

E-commerce Communities Alter Companies’ Go-to-Market Strategies

CMO Council urges adoption of the 4Ps of marketing: precision, personalization, persuasion, and perfection