More Strategy

  • December 18, 2007

    Bridging the Marketing–Sales Chasm

    by Barbara Sullivan and Graham Ericksen
    A common, fundamental disconnect between getting the message out and closing the deal can lead to lost sales opportunities. But it doesn’t have to.
  • November 28, 2007

    Recent Research

    by Des Dearlove and Stuart Crainer
    On catching malfeasance, improving boards, priming brands, predicting negotiations, and appreciating e-mail.
  • May 29, 2007

    Books in Brief

    by David K. Hurst
    Ideas that take hold, how strategy can lead to failure, rebounding from career failure, and AIG under Hank Greenberg.
  • May 29, 2007

    Health Meets Wealth

    by Joni Bessler, Susanne Leisy, and Sanjay Saxena
    How health care and financial services can converge to revolutionize employee benefits.
  • May 29, 2007

    Services in Search of True Marketing ROI

    by Joni Bessler, Steven Treppo, and Ashok Notaney
    Service industries -- including financial services, health care, utilities, and telecom -- have access to vast consumer data, but lack the tools that most consumer goods companies use to understand customer behavior.
  • April 24, 2007

    Is Your Sales Force Adaptable?

    by Edward Landry, Thomas Ripsam, and Bart Sayer
    Here’s a five-step plan for routinely revamping a sales team.
  • February 28, 2007

    Books in Brief

    by David K. Hurst
    A world-changing entrepreneur, capitalist families, inspiring CFOs, and wise advisors.
  • February 28, 2007

    The Game Maven of New Haven

    by Michael V. Copeland
    Yale professor Barry Nalebuff brought game theory from the ivory tower to the executive suite — and to his own thriving company, Honest Tea.
  • February 28, 2007

    The Favoritism Test

    by Marshall Goldsmith
    Learn to avoid the pitfalls of rewarding sycophants in the workplace.
  • February 28, 2007

    Too Much Money

    by Justin Pettit
    Just when the need for excess cash has decreased, companies are hoarding capital instead of putting it to good use.
  • February 6, 2007

    Getting a Return on Financial-Services Marketing

    by Joni Bessler, Steven Treppo, and Ashok Notaney
    The financial industry lags others in making the connection between marketing investments and returns. Three analytical tools can help financial-services companies develop the capability to see more clearly.