Simon-Kucher & Partners is a global consulting firm with more than 1,100 professionals in 38 offices worldwide focusing on TopLine Power®. Founded in 1985, the company has more than 30 years of experience providing strategy, sales and marketing consulting and is regarded as the world’s leading pricing advisor.
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The ultimate goal of every company is to stay attractive to its customers and maximize their lifetime value, but developments in the digital age make it increasingly difficult to stay on top. Customers’ now enjoy limitless options and transparency, and their demands extend far beyond product and price. One important way companies can differentiate themselves from the competition is to provide a personalized and compelling experience that attracts customers and wins their loyalty. However, [...]
Digitalization in sales is a hot topic and is leading to unavoidable changes for industrial companies. From designing the portfolio and determining the optimal monetization model, to deciding on the right go-to market approach, it will have a profound impact on all business levels. Data-based and predictive analyses are growing in importance, many back-office tasks are being automatized, and new digital competitors are entering the market. It’s only natural industrial companies are also shifting B2B [...]
Building a company completely geared towards the customer – a high-functioning sales organization responsive to the market and able to anticipate future customer needs - requires approaching sales from a new angle. Read part 1 of our expert blog series #SalesinaDigitalAge. What does your sales organization say about you? Indeed, sales should be embedded into a company’s very genetic code — dictating your value proposition to the customer at every level. However, achieving this [...]