Sales Transformation

Taming the Channel Complexities of the Chinese Consumer Market: New Challenges, Rules and Growth Opportunities

2012-04-27T05:00:00Z

New research from Accenture identifies five capabilities regarding sales performance and channel management that companies must master if they are to profit from China’s growing but complex consumer market.

Insurance: Achieving High Performance in Advice-Led Distribution

2012-03-20T05:00:00Z

A multi-trillion dollar opportunity confronts life insurers if they can access the huge uninsured and under-insured global markets. This whitepaper explores how insurers can penetrate this opportunity.

Asia Consumer Product Trends: Implications for Retailers and Manufacturers

2012-02-16T06:00:00Z

Read Accenture's report about Asia consumer product trends, implications for retailers & manufacturers and how consumer buying behaviors are changing due to economic cycles.

Making Your Organization Customer Smart

2012-02-14T06:00:00Z

Read how B2B companies can develop differentiated customer sales strategies to drive high performance.

Making Social Media Pay - Rethinking Social Media’s Potential to Bolster B2B Interactions, Customer Loyalty, Revenues and Brand Reputation

2011-10-19T05:00:00Z

Read Accenture’s research about social media’s potential for B2B companies and how forward thinking companies can drive greater value from their social media investments.

Revitalizing Key Account Management

2011-10-07T05:00:00Z

Read Accenture’s research on the four principles for successful key account management which can help clients drive high performance through improved sales performance.

Bringing Science to Selling: What Every Chief Sales Officer Should Know About Sales Analytics

2011-09-22T05:00:00Z

Accenture shows how using sales analytics can help complement the intuition, judgment and skills of sales executives to create a more effective sales organization.

Optimizing Sales Effectiveness to Achieve High Performance: 2011 Sales Performance Optimization Study

2011-09-20T05:00:00Z

Read Accenture’s CSO Insights’ 2011 Sales Performance Optimization Study analysis and learn how to optimize sales effectiveness to achieve high performance.

Do You Know What Your Small Business Customers Want?

2011-08-30T05:00:00Z

Read how SMB analytics and segmentation can be used to help companies find new customers in this hard-to-reach market.

Achieving High Performance in Insurance through Multi-Channel Distribution

2011-08-26T05:00:00Z

The path to profitable growth in insurance lies in giving customers a consistently exceptional experience. To achieve this, insurers must develop robust capabilities in multi-channel distribution.

Social Sales: Collaborating for High Performance

2011-07-12T05:00:00Z

Read how Accenture argues that B2B companies need to use social networking extensively to promote social sales to enable high performance.

Achieving High Performance Through Alternative Sales Models

2011-02-14T06:00:00Z

How changing the traditional face-to-face sales force approach can improve cost efficiency and revenue uptake in the pharmaceutical industry – A european study

Accenture 2010 Global Consumer Survey

2011-02-08T06:00:00Z

The Accenture 2010 Global Consumer Survey highlights important aspects of consumer attitudes and behaviors.

Everything You Need to Know to get Social Media Working for Your Business

2011-01-04T06:00:00Z

As customers wield more power and influence over businesses than ever before, it’s vital for business leaders to understand the social media phenomenon and prepare their organizations to thrive.

Optimizing Sales Effectiveness to Achieve High Performance

2010-09-30T05:00:00Z

Accenture Sales Performance Optimization Study indicates that 2009 was a tough year.

How Chief Marketing Officers Can Drive a New Growth Agenda

2010-03-01T06:00:00Z

In an uncertain business environment, every business decision must be made with the customer in mind. Marketing must help shape strategy, not just execute it.

Social CRM: The New Frontier of Marketing, Sales and Service

2010-01-20T06:00:00Z

The emergence and increasing usage of social media and other Web 2.0 tools has dramatically altered how companies interact with their customers.

Mastering the Art and Science of Sales: Accelerate the Journey toward High Performance

2009-12-14T06:00:00Z

Creating a sales capability that can drive growth around the world is clearly vital to high performance in today’s global business environment.

Bringing Science to Selling: Achieving High Performance through Sales Analytics

2009-12-07T06:00:00Z

Sales is an engine of growth and thus of high performance—and yet many sales organizations continue to underperform.

The Future of Marketing

2009-12-01T06:00:00Z

Fifty CEOs share insights on the new importance of marketing

The Road to Recovery: A Report on Consumer Behavior in the New Economy

2009-09-24T05:00:00Z

Accenture investigates consumer behavior during the recession, and draws some far-reaching conclusions on actions companies should be taking now to create their own upturns on the path to high performance.

Customer-Centric Principles for Acquiring New Customers in the Multi-Polar World

2009-05-22T05:00:00Z

Even in a down economy, many of the world’s emerging markets have continued to enjoy solid growth in consumer spending, bolstered by long-term fundamentals.

Back to Basics

2009-03-30T05:00:00Z

It is clear that the global economy has entered an extended period of disruption and uncertainty.

Customer Loyalty

2009-03-30T05:00:00Z

As brands become increasingly commoditized and competition fiercer, keeping and expanding customer relationships depends on the ability to create loyalty by delivering a customer experience tailored to changing customer needs and values and consistent with the brand promise.

Why Customer Centricity Matters in Uncertain Times

2009-03-26T05:00:00Z

Sustaining High Performance through Uncertain Times

A Structured Approach to Reaching New Customers and Growing Revenues

2009-03-24T05:00:00Z

Overall, indirect sales channels entail lower total costs compared to direct channels.

Front-Office Cost Management

2009-02-20T06:00:00Z

The prospect of an extended period of economic uncertainty presents organizations with a difficult challenge: reduce front-office costs while remaining responsive to changing customer needs, new competitive risks and growth opportunities.

Heineken España S.A.: Customer Relationship Management

2009-01-01T06:00:00Z

Accenture collaborated with Heineken Spain to build and implement Customer Relationship Management (CRM) methodologies and tools—based on SAP CRM.

Deal Shaping: How to Execute Sales Programs that Improve Your Customers' Business Value

2008-11-01T05:00:00Z

Deal shaping, a comprehensive approach to sales planning and execution, can help companies propose solutions for their customers based on the business value to be created.

As They Like It: Royal Shakespeare Company (RSC)

2008-05-15T05:00:00Z

Attracting new audiences was a top priority for the legendary Royal Shakespeare Company. But before the RSC could proceed, it needed to sharpen its marketing skills.

Achieving High Performance by Transforming Sales Operations

2008-03-31T05:00:00Z

How to Motivate Your Sales Force to Great Performance

2007-09-15T05:00:00Z

It's not just about the paycheck. Effective incentive compensation management is based on an understanding of basic human motivation which can motivate a sales force.

Social Banking: Social Network Imperative

1900-01-01T06:00:00Z

As interest in social banking grows, retail banks must learn how to craft effective social media strategies that capitalize on social networks such as Facebook and Twitter to connect with consumers.

Tata Motors: Achieving High Performance Through Sales Transformation

1900-01-01T06:00:00Z

Read how Accenture helped Tata Motors launch a comprehensive sales transformation effort, boosting sales of its ACE vehicle in four Indian states.

Accenture CAS—The Leading Integrated Sales Platform for the Consumer Goods Industry

1900-01-01T06:00:00Z

Sales Transformation: Service Overview

1900-01-01T06:00:00Z

Through our sales transformation approach, Accenture guides clients in achieving the optimal balance between the science and art of sales.

Chinese Wireless Company: Business Transformation

1900-01-01T06:00:00Z

Helping a wireless company achieve high performance by executing a bold China business strategy

Leading European Retail Bank: Sales and Marketing Transformation

1900-01-01T06:00:00Z

This leading European retail bank wanted to reengineer its sales and marketing capabilities.

Accenture Banking Distribution and Marketing Services: Multichannel Sales and Servicing

1900-01-01T06:00:00Z

Today’s banking customers want more transparency, more simplicity and easy access—and above all, they seek a seamless experience as they move from one channel to another.

Accenture Interactive - Interactive Marketing: Services Overview

1900-01-01T06:00:00Z

Accenture Interactive accelerates the journey toward agile intelligent marketing, harnessing the digital world so customers can be delighted, touched and engaged.

International Telecom: Mobilizing CRM for Sales Enablement

1900-01-01T06:00:00Z

Read how Accenture helped an international communications company mobilize their CRM for sales enablement by leveraging a customized iPad Application integrated with Salesforce.com.

Global Pharmaceutical Company: Multi-Channel Management

1900-01-01T06:00:00Z

Read more about this Accenture study, which explains how a top ten global pharmaceutical company is harnessing the power of the multi-channel customer experience.

Verizon Communications Inc.: Sales Commission Integration

1900-01-01T06:00:00Z

Sales commission integration driven by Accenture provides incentives to help Verizon Business’ journey toward high performance.

Accenture CAS Retail Execution—Building Brand Loyalty to Help Consumer Goods Companies Achieve High Performance

1900-01-01T06:00:00Z

Marketing and Sales Function in the US Biopharmaceutical Industry

1900-01-01T06:00:00Z

In this new study, we surveyed 60 US biopharmaceutical executives across 18 companies and spoke in depth to 25 of them.

Life Sciences: Sales and Marketing Research and Insights

1900-01-01T06:00:00Z

Life sciences companies must broaden their view of innovation and develop a framework that Accenture calls “corporate innovation capability,” combining traditional product development with other areas including unique sales and marketing methods.

Analytics-based Sales Transformation

1900-01-01T06:00:00Z

Clearly, an effective sales force is an essential contributor to the sustained profitability associated with high performance. And yet a high proportion of sales forces are ineffective.

Mobility Strategy and Planning

1900-01-01T06:00:00Z

Accenture's mobility strategy consulting services help our clients develop mobility strategies and accompanying mobility business and technology plans.

Zhejiang Telecom: Customer Relationship Management and Billing

In the midst of its transformation from a large, state-owned operator to a customer-focused provider, Zhejiang Telecom engaged Accenture to establish a customer relationship management and billing platform that would improve service quality.

Project Snapshot: Auto Fleet Sales Growth for a Leading Auto Manufacturer

Accenture is working with a leading auto manufacturer in India to improve performance in the auto fleet market.

Project Snapshot: Comprehensive Business Growth Consulting for Pharmaceutical Services Company

Accenture is redefining the operating model and go-to-market strategy for a large pharma contract research/manufacturing services company to enable significantly increased sales over the next three years.

Sales Force Automation

Read about Accenture’s Mobile sales force automation which gives the sales team members access to key product information allowing them to perform critical sales functions.

Hewlett-Packard Norway: Sales Transformation

Accenture helps Hewlett-Packard Norway put together a sales transformative model in order to master large account selling.

Global Packaged Foods Company: Sales Promotions Process Improvement

Accenture helps a food company develop a promotional recipe for achieving high performance through operational excellence.

Project Snapshot: Tata Motors Sales Transformation Roadmap

In 2005, when Tata Motors introduced the ACE, a four-wheeler vehicle, it quickly became a market leader. After just three years, sales stalled. With Accenture’s help, the company launched a comprehensive sales transformation effort to boost sales.

Telenor: Web-based Provider Portal

Telenor wanted to provide an online self-service customer portal to enable new, personalized services, while simultaneously reducing the burden on its call centers.

Accenture CAS Direct Store Delivery

Enhancing Sales and Delivery to Help Consumer Goods Companies Achieve High Performance

Accenture CAS—Trade Promotion Management and Optimization for the Consumer Goods Industry

Accenture CAS Digital Merchandising Service—Winning the Purchase at the Point of Sale