Sales and Marketing
Our approach is to help our clients achieve sustainable organic growth by focusing on every element of your customer’s experience and helping you deliver optimal interactions at every touchpoint.
BRAND STRATEGY
In today’s dynamic and saturated market, creating a brand strategy that resonates with your target audience is more crucial than ever.
Pacetrail combines proven techniques with deep experience (case studies, reference cases) to help clients forge a strong connection between brand strategy and business strategy.
Our approach is to work with our clients to create meaningful brands and optimize brand portfolios and architectures. We help our clients build capabilities to deliver the brand promise at all touchpoints
1. Value Proposition
As consumers’ preferences and behaviors change it can become difficult to understand precisely what motivates their buying decisions, Pacetrail helps you pinpoint what matters most to your customers so you know where to focus your product or service strategy.
Our approach is to help our clients Invest in the product attributes that matter most to your customers, create highly desirable products and services that command a premium, invest in the new features and attributes that delight customers
Our work help our clients earn your customers’ trust and loyalty by demonstrating that you truly understand what they value most
2. Customer Insights & Segmentation
Using rigorous quantitative techniques combined with real customer interactions—interviews, ethnography, shop-along, and focus groups –we identify new opportunities for clients to deepen relationships with the loyal, profitable customers they know best.
We help clients keep their segmentation insights fresh by enlisting their customers’ help and continued feedback to spur innovation, navigate shifts in the marketplace, and anticipate changing tastes and needs.
We work with clients to understand their customer segments and align these insights to their organization’s unique operational strengths.
We will help you serve existing customers better and win new ones.
PRODUCT AND PORTFOLIO MANAGEMENT
Customers’ needs and expectations are changing, at a very fast pace. Product Portfolio management strategy is needed to make sure your products and services keep pace, in today’s dynamic business environment.
Our Product portfolio management practice works with our clients to develop and implement a comprehensive and profitable business strategy for your company’s entire product line.
In optimizing your product and portfolio, we help our clients reinvent your products and services based on a complete understanding of your customers’ needs and also optimize the delivery.
1. B2B Product and Portfolio Management
As your clients’ buying habits, expectations, and perceptions of value rapidly evolve, your approach to product and offerings management must keep pace. We help you set the strategy that determines investment allocation across functional areas and brings products and services to market.
Our approach transforms offering management across five key areas: orientation, scope, accountability, process design, and talent. As a result, your offering managers will be empowered and equipped to serve existing and new clients as never before, propelling your company’s performance.
2. Consumer Product and Portfolio Management
Successful product and portfolio management starts with putting customers at the center of everything you do.
We provide an integrated, pragmatic approach to product and portfolio management, helping you achieve quick wins as you take the steps to produce long-term, sustainable growth.
With our help, you can analyze your customers’ true needs, design the perfect set of offerings, and execute effectively on your goals.
We believe product and portfolio management is most successful when you deliver value to customers consistently over time by understanding their needs.
Our framework helps you identify relevant factors and quantify their impact on growth, customer loyalty, and market share. This approach will lead you to an ideal mix of products that is aligned with your company’s core strengths.
Route-to-Market Strategy
More than ever, sales excellence requires a smart route-to-market strategy. We’ll help you deploy resources more effectively to get your products to customers through the right channels.
We help clients design comprehensive route-to-market strategies based on deep market knowledge and an understanding that a unique product portfolio demands a unique approach.
We help clients determine the sales roles and territory design that will give you the best chance of winning new business. Starting with a deep analysis of customer buying centers, we’ll align your salesforce with the most opportunities—including customers you don’t yet serve.
We help our clients decide where to expand in-person sales efforts and where a virtual approach will be more effective.
We help you pinpoint market opportunities and deploy your commercial resources to achieve and sustain outstanding results
Sales Management
Many companies have changed their commercial strategy to little effect or reorganized their salesforce without the expected results. To achieve a real impact, you need the front line to execute. That means installing the right talent, instilling the right behaviors, and motivating people with the proper rewards.
We help you hire, train, and motivate sales teams that deliver outstanding performance on your commercial strategies.
Our approach results in improved performance in sales numbers and better employee engagement. We co-create and implement a solution tailored to your sales organization’s unique needs and strategy.
Your teams will transform your commercial strategy and achieve sustained momentum.
Sales & Channel Management
We help clients make lasting improvements to the effectiveness of their sales investments and interactions with customers across all channels to drive sales growth.
Our approach is to help our clients optimize return on sales investments, finding and capturing pockets of “granular growth across geographies and industry segments. We align sales channels in an omnichannel world, building a high-performing sales force.
We help clients address specific challenges in their go-to-market strategy and effective key account management,
Through sales growth analytics, we take a data-driven approach to growing accounts and capturing high-value leads