Challenges

Usual challenges with your Go to Market activities

Few companies get their Client Management, Solution Selling and overall B2B Marketing really right. For most businesses of any size, performing in these areas represents a set of serious challenges.

Usual Customer Management challenges

  • Clearly identify the most strategic customers and allocate enough ressources to them
  • Cast the right balance between acquiring and developing customers
  • Present the adequate range of solutions to each Customer
  • Find and nurture the Talents that can take Customer Management to the next stage
  • In global organisations, drive sufficient cross-country collaboration to generate and leverage international opportunities

Usual B2B Marketing challenges

  • Become visible and relevant to true decision-makers or influencers
  • Understand and influence the business ecosystem with true topical expertise
  • Keep marketing activities consistent over time and across multiple channels
  • Drive and support the shift from Product Selling to Solution Selling
  • Adapt to local specifics while keeping global consistency
  • Manage resource limitations, “achieve more with less” and measure the true impact of Marketing
  • Develop the adequate collaborative approach necessary to modern Marketing

The need for a multidisciplinary approach

Like other business-related matters, most Marketing- and Sales-related challenges are systemic and related to the company’s culture. Focusing on a specific technique brings only punctual improvements that do no last and fail at putting the company ahead of its competitors. Maximizing the performance of Customer Management, Solution Selling and Prescription is best achieved by looking at B2B Marketing, Communications and Sales as a whole and by also driving the cultural change. OR Consulting brings you this multi-dimensional expertise and operational experience to turn your Challenges into Opportunities.