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Sales & Marketing

Sales and Marketing can drive thought leadership to increase market share and revenue through a coordinated effort. When they proactively lead, strategy, planning, execution and capability continuously improve which is core to our success.

The digital world and big data have fundamentally changed the way companies sell their products and services. Customers, whether business or consumer, now own more of the decision process before they even talk or meet with a member of your team. With these changes in the environment, changes can be more complex with the sales, marketing and customer process.

The management at Summit ProConnect have optimized this new world of sales and marketing effectiveness as repeatedly demonstrated.

Sales

Sales organizations are perhaps the most important team as they represent the critical road connecting your company with your prospective customers. The sales force is the major key for growth so considerable attention needs to be paid on how to organize and optimize the teams. The sales force is also a costly investment so building or developing the teams need to have a clear understanding of the prospective customer needs and economics.

We can support our customers from the design, deployment as well as the management of their sales strategy and organization. We optimize the appropriate go to market strategy with the right resource allocation along with the customer segmentation so there is alignment and lasting value.

New customers and maximizing the value of existing customers is the life blood of any company. You need your team focused on targets that will be the most effective that aligns with your customer. With today’s multi-channel world, it is important to understand the impact of the decision process your customers follow to maximize your return on investment. The high performance sales model in today’s world accommodates winning new customers cost effectively while continuing to provide a highly valued experience that drives increased ongoing revenue and loyalty.

We help our clients evaluate their sales organizations, identify opportunities for improvement and optimize performance.

  • Is your team focused on the right targets with products and solutions that yield maximum revenue, retention and renewals?

The key to success is having specific engagement with high value targets with KPI for each team.

  • Are you utilizing the right tools with the right timing to engage your prospects and existing customers to reinforce the selling efforts?

Winning the customer begins with gaining their thought leadership with your value proposition then maximizing that relationship to optimize the full lifetime value of the customer.

  • Do you have the right people with the right skill sets in the right territories? 

Hiring the right person is step one. However, training, motivation, compensation are important elements to consider that lead to your company success.

  • Are you measuring the right individual and team metrics? Is too much misaligned process or too little process causing you growing pains?

Measure what matters so your team is focused and will deliver the ROI required.

  • Do you have the right sales organization model that cost effectively supports each of your customer segments?

Selecting the right organization based upon economics and revenue potential will impact the various direct or channel paths to follow.

These are a few considerations that drive improvement in productivity, growth and value.

In order to measure the value delivered by your company’s product or service your customer experience needs to be evaluated with feedback provisions so you can consistently improve your value proposition.

Whether your needs are a go-to-market strategy, pricing or sales channels to optimize your results we have been there and can assist ensuring your success.

Marketing

Regardless of channel, it is critical to understand the customer, their buying behavior with the deep understanding of the problems you solve in order to maximize your return on marketing investment. From Branding to Communication, a consistent presentation of your company is required in this multi-channel world we live in today.

We can help you create tailored marketing opportunities with a mix that is optimized for your vertical to improve performance.