The marketer's agenda
4 themes will influence future growth and should be on the agenda of commercial leaders
What is shaping your agenda? This article presents key questions to ask yourself when planning marketing activities. In addition, specific action steps are introduced, enabling marketers to achieve future growth.
7 must-win battles in Retailing
The traditional industry boundaries are changing – manufacturers sell directly to customers, wholesale need to act as retailers and retailers manufacture their own brands. At the same time the customers have multiple touch points across channels operating together and want a one brand experience with coordinated products, services and prices.
How to maximise the return on your marketing & sales investment
Since the financial crisis hit, its repercussions are still affecting consumers across Europe, as well as struggling companies. In times when revenue growth comes to a halt and profits plummet, leaders need to know more than ever before exactly where to spend their scarce resources.
Seven things you should know about differentiation
Globalisation and technological development drive commoditisation; this combined with increased competition puts pressure on prices and profitability.
It takes more than a good salesperson or a clever administrator to manage a sales organisation - it requires sales leadership.
When everyone zigs, you should zag, says brand specialist Marty Neumeier. To increase profits and develop your business, you have to dare to be different.
Every touchpoint between your company and your customers is an opportunity to build closer relations. If these touchpoints fulfil your customers’ needs, you will increase loyalty, get a higher share of wallet and ultimately better prices.
Sales force design
Do not let habit or history determine the structure of your sales organisation. Design an organisation that realises your full potential.
Sales force effectiveness
Many companies have the potential to improve their sales results. And the good news is, they can achieve this without further investments.
Sales force performance management
The art of designing a KPI and incentive structure which both drives sales performance and job engagement is complex and much too often underestimated.