Harvard Business Review

OCTOBER 30, 2014

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones.

Sales 15

Sales Sales Marketing B2C 15

AIHR

DECEMBER 15, 2023

Telefónica , a Spain-based global telecommunications company, faced a skills gap in critical areas, including analytics, security, and robotization. For example, increased sales or market share or improved customer feedback results: Evaluation planning – Determine the indicators to measure impact, such as certain types of sales data.

ROI 98

ROI Metrics Education Revenue 98

Harvard Business Review

MARCH 11, 2013

These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics, to name a few. Stalled Sales Cycles. One of the most difficult tasks in all of sales is to penetrate new accounts.

Sales 20

Sales Sales Telecommunications Staffing 20

Mike Griffiths

JULY 2, 2020

Commuting, which they indirectly subsidize, runs an average of 29 times as much as the installation of telecommunication equipment in a person’s home. For projects in the knowledge worker space (legal, marketing, sales, education, IT, research and development), having whole teams onsite will likely become a rarity.

Real Estate 52

Real Estate Energy Project Management Telecommunications 52

Harvard Business Review

AUGUST 22, 2012

Luke Skywalker, a salesperson for XYZ Technologies, is attending a trade show and happens to be in the elevator with Norman Bates, chief information officer at Wonderful Telecommunications. My name is Luke Skywalker and I'm a sales rep [demeans salesperson] for XYZ Technologies. Hello, Norman. How are you today [filler]?

Sales 18

Sales Sales Telecommunications Accounts 18

Harvard Business Review

APRIL 12, 2013

There''s a question all top managers should ask: How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?". Sales forces are expensive. sales forces exceeds $800 billion a year. Sales forces are empowered. times the estimated $169.5

Sales 9

Sales Sales Telecommunications Advertising 9

Harvard Business Review

MAY 8, 2012

Starting in the 1970s, the country's ability to create low-cost, quality products helped them dominate key industries, such as automobiles, telecommunications, and consumer electronics. To compete with this miraculous turnaround, Western companies, starting with Motorola, began to adopt Japanese methods.

Telecommunications 22

Telecommunications Metrics Assets Sales 22

Harvard Business Review

NOVEMBER 30, 2010

The Conversation Blogs The Conversation Breaking Up the Retail-Price Confusopoly 8:25 AM Tuesday November 30, 2010 by Joshua Gans | Comments () Email Tweet This Post to Facebook Share on LinkedIn Print This years holiday shopping season improved somewhat over last year with sales likely to top $11 billion.

Telecommunications 15

Telecommunications Sales Sales Small Business 15

Harvard Business Review

JULY 31, 2012

Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. In fact, we've found that micromarket strategy is perhaps the most potent new application of big-data analytics in B2B sales. Align sales coverage with opportunity.

Sales 15

Sales Sales B2B B2C 15

Harvard Business Review

NOVEMBER 23, 2010

Have you ever met a sales executive or a CIO who said: "Sales is too important to be left to Sales" or "IT is too important to be left to IT"? Have you ever met a sales executive or a CIO who said: "Sales is too important to be left to Sales" or "IT is too important to be left to IT"? Im sick about it.

Telecommunications 16

Telecommunications Sales Sales Insurance 16

Harvard Business Review

MAY 10, 2012

Two studies of firms in the telecommunications and financial services industries showed that only about 10% of declared promoters actually do refer profitable new customers. They might enjoy helping with your sales and marketing efforts by providing references or testimonials. That may not be the case at all: they need to be asked.

Sales 15

Sales Sales Telecommunications Marketing 15

Harvard Business Review

JANUARY 26, 2017

companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. Sales is, by far, the most expensive part of strategy execution for most firms. Yet, on average, companies deliver only 50% to 60% of the financial performance that their strategies and sales forecasts have promised.

Sales 14

Sales Sales Compensation Telecommunications 14

Harvard Business Review

JUNE 7, 2017

By contrast, companies with strong basic analytics — such as sales data and market trends — make breakthroughs in complex and critical areas after layering in artificial intelligence. In the earlier telecommunications company example, managers understood customer characteristics.

Telecommunications 15

Telecommunications Insurance Benchmarking Media 15

Harvard Business Review

JUNE 12, 2017

CenturyLink is one of the largest telecommunications providers in the United States, serving both small and large businesses nationwide. The company collects thousands of sales leads from the businesses it serves, and it wishes to interact with them in the intimate, personal manner consumers have come to expect.

Sales 8

Sales Sales Marketing Telecommunications 8

Harvard Business Review

MARCH 11, 2013

These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics, to name a few. Stalled Sales Cycles. One of the most difficult tasks in all of sales is to penetrate new accounts.

Sales 13

Sales Sales Telecommunications Staffing 13

Harvard Business Review

NOVEMBER 30, 2010

This year's holiday shopping season improved somewhat over last year with sales likely to top $11 billion. The app itself is unlikely to have had a big impact on Black Friday or upcoming holiday sales. In many states, Amazon purchases are not subject to sales tax. The sales tax issue highlights another challenge for Amazon.

Sales 15

Sales Sales Telecommunications Small Business 15

Harvard Business Review

AUGUST 29, 2016

We know that board composition—who the directors are and what backgrounds and perspectives they represent—can influence important outcomes like firm value and sales growth. Why boards succeed or fail and how to make them better are critical questions for corporate governance.

Telecommunications 14

Telecommunications Banking Diversity Insurance 14

Harvard Business Review

JULY 25, 2016

Consider, for example, the challenges that one telecommunications company faced with high turnover in its retail stores. And of course, much of this involves getting to know customers, product experts, and fundamentals of sales and customer service.

Telecommunications 15

Telecommunications Sales Sales Manager 15

Harvard Business Review

MAY 16, 2011

Its Android smartphones have quickly surpassed Apple's and Nokia's phones in terms of sales. Google's approach was to license its technology widely and work with partners to develop an ecosystem of user applications, operating software, handset hardware, and telecommunication services.

Biotech 19

Biotech Software Telecommunications Operations 19

Harvard Business Review

MARCH 12, 2012

One of the headhunter-experts I talked to for that project was Ann Carlsen , a recruiter in telecommunications and technology based in Boulder, Colorado. Sales positions are not as accepting of the aging process.". If the job is in sales or any area with high visibility, the issue is further compounded. She was bracingly blunt.

Sales 17

Sales Sales Telecommunications Media 17

Harvard Business Review

MAY 8, 2012

Bharti is the largest telecommunications services provider in India. Bharti has enjoyed compounded annual growth in sales revenues of 120% and growth in net profits of 282% per year between 2003 and 2010. In a rapidly changing industry ecosystem, heavy investments in hard infrastructure can burden balance sheets and limit flexibility.

Balance Sheet 14

Balance Sheet Variable Costs Telecommunications Fixed Costs 14

Harvard Business Review

FEBRUARY 10, 2014

A case in point is Google’s recent sale of Motorola Mobility to Lenovo. That’s why it takes a great deal of discipline, and even courage, to slim down, both physically and strategically.

Telecommunications 14

Telecommunications Software Insurance Project Management 14

Harvard Business Review

JULY 16, 2013

The industry with the greatest skills gap was IT & telecommunications, whose boards are in serious need of international-global expertise and HR-talent management. aerospace & defense, construction & engineering, industrial conglomerates, professional services, textiles); IT & Telecommunications (e.g.,

Telecommunications 10

Telecommunications Real Estate Risk Management Succession Planning 10

Harvard Business Review

NOVEMBER 23, 2010

For example, marketing optimizes its activities for its own benefit and the sales and customer service functions do likewise. The end-to-end process of customer acquisition and retention — getting rid of duplicate activities and information across marketing, sales and customer service — isnt touched.

Process Improvement 15

Process Improvement Insurance Banking Telecommunications 15

Harvard Business Review

AUGUST 16, 2013

I saw this firsthand when I was a PhD student, in the call center of a large telecommunications company. as well as daily totals of calls handled and sales made. If you failed to make a sales pitch on a call that your supervisor was monitoring, you''d be reprimanded.

Telecommunications 15

Telecommunications Sales Sales Metrics 15

Harvard Business Review

JANUARY 3, 2017

telecommunications carriers now compete fiercely on price as they try to win new customers. Directing investments to lower prices may not supercharge sales. Retailers such as ALDI and Walmart have used price to position themselves against traditional competitors in their markets, pinching margins all around. and Europe.

Telecommunications 15

Telecommunications Sales Sales Revenue 15

Harvard Business Review

MARCH 16, 2016

In addition to lifting some travel restrictions, American financial institutions can establish accounts with their Cuban counterparts and telecommunication firms can export to and install equipment on the island. Forming a joint venture can involve giving up final control over the import, distribution, and final sale of your product.

Government 12

Government Telecommunications Travel Sales 12

Harvard Business Review

JULY 22, 2015

Consider, for instance, the talent development program at Ascom, a global telecommunications company. “Call on 50 customers who are prime targets for the product” won’t cut it, because even if people call on that many customers, they might not make any sales or learn how to sell more effectively.

Telecommunications 15

Telecommunications Software Sales Sales 15

Harvard Business Review

AUGUST 1, 2013

This infrastructure sits on top of a publicly available substructure of assets and resources — telecommunications and the Internet, for example. Platforms look at technology with a business view organizing around specific business actions like one-click sales, search, description presentation, and pricing.

Telecommunications 12

Telecommunications Banking Scaling Operations 12

Harvard Business Review

JANUARY 7, 2013

We even hear it from our clients in the international market, such as regional telecommunications companies, who see a "unified user experience strategy" like Apple's as a sign of status. Customer-Driven UX : Sales teams generally believe that they know what customers want, yet they are usually terrible at asking that precise question.

Scaling 14

Scaling User Experience Assets Engineering 14

Harvard Business Review

NOVEMBER 1, 2011

Your mobile operator processes the information and augments it with your demographic data before "irreversibly" anonymizing the information and putting the "aggregated" version — what's known as "unified census plus demographic data" — up for sale.

Telecommunications 14

Telecommunications Government Media Operations 14

Harvard Business Review

NOVEMBER 25, 2015

We saw this play out in retail, banking, telecommunications, and the fast food industry as well. And in one retail organization we worked with, we found that the difference between a low-ToMo and high-ToMo sales associate was 30% in revenues. One example is sales commissions. Culture is an ecosystem.

Banking 15

Banking Sales Sales Performance Review 15

Harvard Business Review

DECEMBER 23, 2016

A telecommunications revolution, towards fourth generation (4G) mobile services, will transform the consumer landscape over the next 5-10 years. Recently, a Fortune 100 consumer product giant shifted its sales promotion strategy in India from coupons in newspapers to offers on mobile devices.

Banking 14

Banking B2C eCommerce Telecommunications 14

Harvard Business Review

APRIL 7, 2015

That’s because her people are in trucks, on loading docks, or making sales calls. David Thodey, the CEO of Telstra, the largest telecommunications company in Australia, wanted to make it crystal clear that he was serious about using the organization’s enterprise social network for business. Engage to transform.

Telecommunications 15

Telecommunications Scaling Administration Employee Engagement 15

Harvard Business Review

JULY 28, 2016

For example, from telecommunication companies to fintech entrepreneurs, African banking fees and commissions are under tremendous presure. Within a decade, 80% of staff should be able to automate activities like customer onboarding, sales, support, and investment management.

Banking 12

Banking Telecommunications Accounts Revenue 12

Harvard Business Review

MARCH 26, 2015

The marketing and sales team of one major technology vendor, for instance, partnered with risk to assemble a range of financing packages to help its mid-market clients fund upgrades, manage invoice payments, and smooth cash flows. .”

Risk Management 14

Risk Management Cash Flow Marketing Telecommunications 14

Harvard Business Review

MARCH 2, 2018

And few studies used objective performance data (such as sales data); most relied on leader ratings of employees’ performance, which may be biased. To our surprise, we did not find that to be the case.

Assets 15

Assets Telecommunications Transportation Hospitality 15