In the development of new markets, in order to increase the speed of share expansion, improving the sales productivity for new customer acquisition is an inevitable issue. Our company’s new customer acquisition support, by being a one-stop service covering from the design of sales strategy towards new customers, construction of models for sales winning patterns, to the step of company-wide application, realized a substantial improvement in sales productivity. In addition, we also design marketing plans and activities in order to increase contact point with new customers when necessary.
Based on the issues identified from the evaluation of the actual state of the activity, a sales strategy is designed. The sales strategy is clarified through determining potential future target, the values the company could provide to the target, and competitive advantages over other rival companies. Moreover, the sales method required for target acquisition must be chosen between sales to win over share, or new demand creation sales, in which the sales technique are then changed accordingly.
The winning pattern of new customer acquisition sales constructed is applied throughout the company. In the application, steps of understanding → practice → evolution must be taken. All members must first understand the theory behind the sales method which became the winning pattern, after which, a period of 6-8 months should be allocated as the implementation period, along with conducting other efforts to strengthen sales ability company-wide. The goal is for the knowhow to reach the evolution step on-site during on-site implementation.
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