Sales and marketing by Gretchen GavettAugust 4, 2026PostSummary. In the August 3, 2026, edition of The Insider, managing editor Gretchen Gavett highlights new research showing that referrals drive a disproportionate share of growth—accounting forLeer en españolLer em portuguêsPostThe Insider is a weekly, subscriber-only newsletter where our managing editor curates HBR stories, research, and ideas that senior leaders shouldn’t miss.PostRead more on Sales and marketing or related topics Talent management, Organizational culture and Pricing strategy
A New Way to Measure Customer Referrals
In the August 3, 2026, edition of The Insider , managing editor Gretchen Gavett highlights new research showing that referrals drive a disproportionate share of growth—accounting for 72% of new customer profits despite making up only 20% of new customer profiles. Yet many companies underinvest in identifying and cultivating them compared to paid marketing channels. New research also challenges the conventional wisdom that job-hopping is a red flag, finding that employees with frequent past job changes often ramp up faster in new roles. Finally, a subscriber-only roundtable explored how AI is reshaping workplace processes and relationships.
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