The challenges of commercial operations

Sales, marketing and service professionals today are confronted by a number of competing challenges.  On the one hand, customer demands are increasing the complexity and costs of doing business: more personalised solutions, multiple and complex selling channels, shortened product/profit lifecycles and price pressure are just some of the examples.


At the same time, there is often unrelenting internal pressure to reduce costs - and often to increase revenues at the same time.  This has caused many to examine initiatives to improve the performance of their commercial operations.

How can we help you?

We provide expert knowledge and management experience in the development and implementation of initiatives that will help you improve the performance of your commercial operations. Some of the sample business objectives that we have supported have included:

  • Improve customer acquisition
  • Improve price realisation
  • Improve margins
  • Increase up-selling/cross-selling of products
  • Establish best practice process consistency
  • Increase sales conversion rates


We don't provide answers and walk away - in addition to strategic sales and marketing consulting, we help our clients implement down to deep tactical levels. The following is a sample of our areas of expertise:

  • Customer relationship management (CRM) technology and processes
  • Setting and managing prices
  • Salesforce effectiveness, including capabilities, productivity and coverage
  • Marketing productivity, especially lead management and conversion rates
  • Market and customer analytics, especially using internal and external data to create insights that assist better decisions
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