Redefining customer relationships
Redefining customer relationships with the digital and physical worlds, calls for designing an operating model for marketing, encompassing processes, governance, people and technology to harness the power of data and analytics to better understand your customers.
Key components in sales operations
There’s all of the customer insight and opportunity mapping aspects. There’s the sales strategy and planning component. There is sales capability building, compensation design and delivery, and then sales technology.
Perpetual Shifting
What we find with clients frequently is that they’re very focused on where the business is today; the customer segments producing the revenue.
The key is to plan to go where the opportunity is going to be next year and the year after, and then align their go-to-market accordingly.
A success story of perpetual shifting is Google, monitoring 140 million businesses on a real-time basis to deduce their digital advertising buying potential.
Match the right opportunities with the right people
In order to get the right people and the right partners in the right spot, there are 2 key elements.
“Companies that are able to identify and map out opportunities — and then align their go-to-market accordingly — are much more successful.”
Bertil Chappuis | Senior Partner, McKinsey & Company
Sharpen your sales force consultative inquiry skills & Deliver the perfect customer pitch
Once you have identified opportunities and you have the right people and partners aligned to those opportunities, you want to deliver the right pitch to match the customer expectations to your value proposition.
Marketing also needs to be able to support sales with the right collateral at the proposal stage, as well as lead generation and demand generation. Marketing Automation can leverage strong customer relationships along with best customer experiences. But matching that marketing investment to the right spots in the sales funnel is critical.
Marketing engagement & Creative marketing services
In order to get the right people and the right partners in the right spot, there are 2 key elements.
Also provide support in the form of predictive analytics, next product to buy, plus thorough account planning.