How can you put yourself in your client's shoes?
The selling process is becoming much more complex. Connectivity has facilitated mass customisation and created new routes to the customer, but it has also raised people's expectations. They now want goods and services that are tailored to their individual preferences, consistent service and a single point of contact.
The traditional "product push" is simultaneously giving way to a more consultative, long-term approach, and procurement functions are becoming increasingly professional. So suppliers have to improve their sales techniques. Yet many companies are struggling to get a clear picture of who their customers really are and what decision mechanisms are in place because they have different systems for different channels, lines of business and countries.
The challenges you face
- You want to understand the actual needs of your customers and what is triggering their buying decision.
- You have to know which sales channels are going to be important in the future and what you need to invest in.
- You have to distinguish yourself from your competitors and maintain your unique selling proposition.
- You have to better deal with increasingly complex customer buying processes than your competitors.
- You want to achieve as much organic growth as possible.
- You need to move into selling solutions instead of products.
How PwC can support you
- We help you to evaluate new markets and test different product, pricing and distribution options.
- We question your current sales management processes and propose measures for improvement.
- We evaluate alternative sales channels and highlight opportunities and threats.
- We develop effective customer segmentation, service and retention strategies.
- We measure the profitability of different customer segments and markets, and enhance your sales productivity.
- We analyse the limits of organic growth and evaluate acquisition scenarios for strategic business segments.
- We review your accounting systems to maximise VAT recovery and reduce taxes.