A systemic shock cutting across industries and borders, Brexit poses significant strategic challenges for business leaders as they navigate the fallout.
To understand what makes digital B2B sales leaders tick, The Boston Consulting Group undertook a study of the end-to-end selling models used by a dozen next-generation sales leaders. We have uncovered five lessons that companies in any B2B industry can learn from and adapt to their industry’s particular conditions.
Consumers are now demonstrating that they will “vote with their feet”—stopping or significantly reducing spending—if they believe that a company has misused data about them or other consumers. As noted, this can have dramatic results: in the US, customers who are aware of and concerned about data misuse reduce their spending by about a third in the first year.
A new approach is needed, one that is better suited to the realities of the world in which companies now operate.
Global challengers have nearly quintupled their overseas revenue from 2005 through 2014.
In short, the problem isn’t strategic planning. It’s that most companies lack an effective strategic-planning process.
Submitted by Rachel Ainsworth on Thu, 2016-07-28 16:40
Making it onto BCG’s list of the ten most read of Q2, this article—which encourages the reader to reassess how she manages her own and her organisation’s energy—has clearly caught the attention of many senior executives.
The authors interviewed 50 current and former CEOs—no doubt a time-consuming activity but one that provides a strong foundation for this viewpoint, makes the reader want to know more, and generates multiple quotes to bring this piece to life.
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