Our analytical approach combines client and market data, deep qualitative insights, best practice and benchmarks to identify key areas of under-performance in how our clients identify opportunities, generate interest, and then convert and retain customers. Keeping customer objectives front of mind, we then work with our clients to develop new end-to-end sales processes, customer propositions, pricing models and organizational structures to drive improvement across a range of sales effectiveness measures. To implement these changes, we can either support our clients over a long-term change process, or develop highly detailed plans, monitoring tools and KPIs to give our clients the capability they require to deliver change.
The challenge of maintaining sales and marketing effectiveness is often actually a challenge of keeping pace with technological change and customer expectations. The role of digital transformation is a key development in this area. Customers are demanding a data-rich, seamless and instantly-accessible sales channel that will provide real-time information on sales team activities. Organizations need a clear plan as to how to transition old models of customer engagement to current and anticipated technology trends, and the flexibility to respond to the insight which data provides in near real time.