Penulis: Homayoun Hatami

THOMAS BAUMGARTNER is a senior partner in Mc Kinsey & Company”s Vienna office. He co-leads Mc Kinsey”s work on sales and channels globally. Thomas advises clients in industries including high-tech, electronics, transportation, basic materials, telecommunications, and consumer goods–where he helps them outline and drive large-scale, top-line growth programs. HOMAYOUN HATAMI is a senior partner in the Paris office of Mc Kinsey & Company. He leads the firm”s Marketing & Sales Practice in Europe, the Middle East, and Africa. Homayoun has a broad range of experience working with clients around the world to help them drive above-market growth. MARIA VALDIVIESO is a director of knowledge in Mc Kinsey & Company”s Marketing & Sales Practice, based in Miami. She advises B2B and consumer companies on driving sales growth and commercial transformations, and leads Mc Kinsey”s research on sales and channel excellence.