Publications

  • Bought Not Sold: Marketing and Selling to Digitally Empowered Business Customers

    October 07, 2015 | Marketing & Brand Strategy | Bain Brief

    First impressions have always mattered, but now they involve building out a relevant and deep digital footprint to reach a potential customer early in the buying process, staying on the prospect's short list, and engaging the customer with the right experts in the right channel to close a deal.

  • Three Strategies for Successful Sales Force Management - Bain Seoul

    April 13, 2015 | Sales & Channel Effectiveness | Maekyung Economy

    Bain & Company's study of the best global sales force companies revealed three critical elements in sales force management. The first factor is maintaining a career rewarded in accordance with sales skills and results until retirement.

  • Mastering the New Reality of Sales

    April 09, 2014 | Customer Strategy & Marketing | Bain Brief

    As customers have seized the balance of power and more aspects of the sales process migrate online, leading B2B sales organizations find they must radically restructure their approach. By addressing six imperatives, companies are realizing EBITDA growth of 20% to 25%.

  • Salesforce effectiveness: A case study

    November 05, 2013 | Sales & Channel Effectiveness | Bain video

    Dianne Ledingham, a Bain & Company partner based in Boston and a leader in the firm’s Customer Strategy & Marketing practice, explains how customer segmentation and a new account model can help a telecom company provide the specialized service that customers have come to expect.

  • Salesforce effectiveness: An overview

    November 05, 2013 | Sales & Channel Effectiveness | Bain video

    Dianne Ledingham, a Bain & Company partner based in Boston and a leader in the firm’s Customer Strategy & Marketing practice, explains why a finely honed sales model is crucial to meeting the sophisticated needs of today's business customer. A successful account model requires salespeople to

  • CEO Forum: Resetting digital strategy in Australia

    October 02, 2013 | Customer Experience, Financial Services | CEO Forum

    Australian financial-services companies are investing heavily in their digital channels to improve the customer experience, reduce costs and create new sales opportunities for consumers and small and medium businesses. But building a successful digital presence starts with understanding users'

  • Sales and channel effectiveness: How leaders get the most out of their salesforce

    March 31, 2011 | Customer Strategy & Marketing | Bain video

    For companies focused on growth, one of the biggest opportunities is making sales more productive. But running a company's sales engine at peak performance takes more than a tune-up. And no selling organization can afford the luxury of taking the engine apart for an extended overhaul.