Marketing & Sales

  • What Gets People Talking?
  • Steve Knox—a BCG senior advisor and former CEO of Tremor, Procter & Gamble’s word-of-mouth marketing capability—explains the science of advocacy marketing.

Loyalty & Advocacy

April 2014
Some companies generate up to 60 percent of revenues from loyalty program members. Clearly, boosting the “loyalty margin” can have a dramatic impact on sales and profits.
December 2013
BCG’s new measure of word-of-mouth recommendation offers companies powerful insights that deliver top-line results.
December 2013
BCG’s new Brand Advocacy Index shines a spotlight on the brands that consumers are talking about the most. See the results in five diverse product categories and countries.

Sales & Channels

February 2014
Here’s how managers can make even a high-performing sales force more productive—and increase the revenue and profits of the business by 10 to 15 percent.
February 2014
Retailers that keep up with what matters most to their rapidly changing customer base can capture as much as $1 million in additional revenues per store.
Growth & Transformation
February 2014
In a fast-changing world, CEOs need to build or strengthen their companies’ capabilities to win, and they must do so in an enduring way.
January 2014
How have some companies found growth despite the odds? BCG research offers lessons from “uphill growers.”
September 2013
Today’s business leaders need to create lean organizations that are capable of growing and adapting in the face of constant change, writes BCG’s Miki Tsusaka in Management Today.

Digital Disruption

April 2014
As China goes digital, consumers are changing their behaviors. Companies need to know where and how to interact with these consumers—both online and off.
January 2014
Companies that determine how to exploit the digital revolution under way in the B2B marketplace can establish strong positions in the sales and distribution value chain of the future.
March 2013
Five leaders—Marc Benioff, Matt Brittin, Arianna Huffington, Steve Mollenkopf, and Jimmy Wales—discuss how Internet connectivity, social media, and big data are affecting business and society.

Customer Centricity

September 2013
Traditional retailers face an increasingly urgent need to reinvent multiple aspects of their businesses to ensure that their models are competitively viable today and sustainable for the future.