Leveraging Growth Analytics for B2B Sales

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by

and

Jan-Christoph Köstring

by

and

Jan-Christoph Köstring

March 21, 2023

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Summary.

Growth analytics is a powerful enabler of resilience and organic growth for B2B companies, especially in times of market volatility. Pioneers have consistently achieved 10 to 20% revenue growth. Getting it right isn’t trivial, but getting started is increasingly a prerequisite for profitable, above-market growth.

The amount of data available for decision making and performance monitoring is growing constantly. The same is true for the potency of analytics and artificial intelligence. But not all companies are taking full advantage of data and analytics to drive growth.

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Alexander Dierks is a Partner with the Growth, Marketing & Sales practice of McKinsey & Company. He co-leads McKinsey’s work on growth analytics, specializing in data analytics-driven commercial growth transformations of B2B corporations in chemicals, agriculture, and industrials.
JB

Jochen Böringer is a Partner with the Growth, Marketing & Sales practice of McKinsey & Company. He helps B2B companies in chemicals, oil, gas, metals, and mining to reprogram commercial performance with data, analytics, executional excellence, and capability building.
Doug J. Chung is an Associate Professor of Marketing and the Director of the Sales and Business Development Forum in the McCombs School of Business at the University of Texas at Austin. His research focuses on sales strategy and compensation, and he has worked with firms worldwide to develop effective employee incentive compensation systems.
IH

Isabel Huber is a Partner with the Marketing & Sales practice of McKinsey & Company. Isabel mainly focuses on Sales Operations and Commercial Excellence transformations in Advanced Industries and Energy sectors.
JK

Jan-Christoph Köstring is a Senior Partner with the Growth, Marketing & Sales practice of McKinsey and Company. He co-leads McKinsey’s sales-and-channel work, focusing on transforming sales performance to achieve profitable above-market growth.

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Leveraging Growth Analytics for B2B Sales

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