STRATEGIES

>> Selling

WCP has extensive design and management experience across the full spectrum of strategic and tactical selling. Selling strategies define direct, distribution and channel sales approaches, as they work individually or in combination with each other. Web and Internet-based marketing and sales programs require different planning and management than in-person selling. WCP understands both environments.

Our direct Sales strategies can encompass sales support, training, territory management, compensation, customer support, market development and education and other customer-facing activities are related to, but typically somewhat separated from, corporate marketing strategies.

Several functional areas overlap selling and marketing and need to have clear roles and responsibilities in place for smooth operations. These ‘fuzzy’ areas include product marketing, field technical support, customer satisfaction, quality management and other programs that engage with prospects and customers but do not necessarily involve a revenue generating opportunity. We examine these inter-relationships at a high level in the selling strategy work.

Indirect Sales strategies consider partnerships including distributors (wholesale and retail), agents, representatives and others who act as middlemen to bring products from the manufacturer to the buyer. OEM (original equipment manufacturer) relationships fall somewhere between a buyer/customer and distributor and often include rights to rebrand and re-label the product under the partner’s name.

WCP can evaluate, leverage and weave together multiple types of sales strategies and approaches to achieve a client’s specific and overall objectives. We understand the interplay between marketing, sales, product development, support and other company functions and help clients make efficient, effective use of these capabilities.