Mastering the art of pricing to improve profits
Pricing is a key profit driver, but most companies do not know how to realise their pricing potential.
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.
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.
Seven things you should know about differentiation
Globalisation and technological development drive commoditisation; this combined with increased competition puts pressure on prices and profitability. The challenge of many companies is to increase revenue and profitability with the constraint of keeping investments and costs at the same level or even lower than today.
How to maximise the return on your marketing & sales investment
Six years ago the financial crisis hit, and 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.
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.
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.
Customer Relationship Management (CRM)
Customer Relationship Management is more than a technical platform driven by IT. It is a strategic asset that involves the entire sales and marketing organisation.