Effective sales reps are those who perform customer research and analysis when building call plans, rather than blindly calling on the same set of customers and prospects. They have the analytical skills to answer the ongoing question of "Where are my best opportunities? where are the biggest problems?" In particular, effective sales reps are able to:
- Identify and target high-value customers and prospects based on “share of wallet” or “size of opportunity” estimates and prioritise them in the call planning process
- Generate value-adding insights they can share with customers to improve their business
- Identify the right mix of products and services for each customer’s individual needs, characteristics, and circumstances
- Create bundled pricing for win-win outcomes (often meaning that low-margin items are bundled with higher-margin items)
Unfortunately, most sales reps don’t have the time or analytical skills to conduct such research and analysis, meaning that:
- The best opportunities are not identified or targeted during each call cycle
- Prospective customers don’t get enough value from their interactions with sales reps
- Offers and pricing are generic rather than personalised
As a result, sales effectiveness suffers and the yield on sales resources becomes subpar. Complexica's Customer Opportunity Profiler module of Decision Cloud® can help you address these challenges by analysing your customers and prospects in real-time – including sales volumes, social media activity, service levels, and more – to identify opportunities or problems as they emerge.
Through a continuous analysis, Customer Opportunity Profiler (COP) provides each salesperson with dynamic recommendations on who to visit, along with personalised Next Best Conversations™ and value-adding insights for each call:
To explore how Complexica's Customer Opportunity Profiler (COP) can increase sales effectiveness and productivity, improve customer engagement, and move the needle on critical revenue and margin KPIs, please contact us
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"70% - 80% of what we do is about promotional activity, promotional pricing -- essentially what we take to the marketplace. This is one of the most comprehensive, most complex, one of the most difficult aspect of our business to get right. With Complexica, we will be best in class - there will not be anybody in the market that can perform this task more effectively or more efficiently than we can."
Doug Misener
CEO, Liquor Marketing Group
1,400+ retail stores 
