Business development
Global competition and digitalisation force a strong evolution of the market approach & sales techniques and tools. The visibility of the company, the suitability of products to the markets’ needs, the markets' knowledge are required for a profitable growth.
It is therefore necessary to distinguish 3 fields:
Strategy & tools
The definition of a sales & marketing strategy, consistent with the overall strategy of the company, is mandatory to win new markets.
The choice of marketing channels, with a growing digital share (website, social networks ...) and sales channels (agents, subsidiaries, merchant website, ...) is a fundamental key to success.
Global market knowledge is often underestimated in the B2B industry and is a major growth driver.
Sales Team management
Sales forces are the company's first point of contact with customers.
Their role has changed significantly and the primary scope of sales has improved with competitive watch and technological watch on future market developments.
Their active contribution to "Operational Marketing" (knowledge of the market, exhibitions, networks...) is decisive for the right strategy choice.
It requires individuals who are curious about everything and strongly motivated by their goals.
The close and structured follow-up of the commercial activities allows a better anticipation of the company's level of activity.
Digitalization
The digital evolution of the company calls into question work habits and also requires a fundamental change for the sales & marketing departments through merchant websites, EDI exchanges, connection of industrial equipment via internet...
If the implementation of CRM is an operational prerequisite, Digital Marketing via new media (website, social networks, ...) is a determining factor for company reputation and the associated brand.
Realization examples:
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New growth strategy development: new markets, new segments, new products
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Creating an agent network
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Setting up a CRM
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Analysis of existing markets and associated action plan to stimulate growth
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