2.0 Sales

New marketing techniques are changing the very essence of the sales function. In the past, sales managers themselves had to look for leads in the business-to-business market, whereas nowadays purchasers and other prospects are able to find their own way to companies.

Targeted online campaigns on search engines and in other (online) media ferret out demand and purchase intentions. Published online corporate content, online company guides and prospect tools create a stream of fresh, potential new customers. Thus, slowly but surely, lead generation is ceasing to be a vendor-led task, leaving vendors free to concentrate on actual conversion sales and building upon the relationship (cross-, up- and deep-selling). In this climate, the time is ripe for intelligent selling and heeding the customer. These tasks place different demands on sales staff. MarketingMonday presents you with the right link between marketing and sales, and ensures that your sales strategy is futureproof. Sales to consumers are also changing. Due to the technical possibilities and the growing consumer trend towards “DIY shopping”, self-service is experiencing a boom. Some of the most familiar forms of self-service are telebanking, online ordering at mail order companies and booking flight tickets independently online. Recent research has shown that over 75% of consumers prefer to deal with companies who offer self-service via the Internet, mobile telephones, PDAs or self-service kiosks. Companies are therefore well-advised to consider developing self-service concepts. Both commercial and individual consumers are increasingly keen on self-service options, and they give them the sense of being in control. Furthermore, processing is faster and easier. Self-service has innumerable benefits for companies: processing is cheaper and it substantially improves service level. Being an important factor in customer loyalty, good service acts as a positive stimulus to customer value. It has the dual benefits of lower costs and more income from satisfied customers. With all this in mind, self-service should feature prominently in any commercial strategy.

MarketingMonday analyses the opportunities for self-service concepts within your commercial strategy. We advise and assist you with the development and implementation of these concepts. • Overhaul your sales function with the aid of new marketing techniques

1. Use marketing to generate leads and sales
2. Ensure a seamless fit between marketing & sales
3. Offer self-service; 75% of consumers are keen to deal with companies who offer self-service
4. Ensure that consumers share the helm
5. Self-service yields higher profits, because of lower costs and higher customer value (greater loyalty)

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