SOLIA Consulting

Can you your without having on your base and truly understanding the needs of your most important customers?

You can... but you should not. Being customer-centric you should always start with and prioritizing your portfolio.

Simply said, segmentation is the process of dividing a heterogeneous portfolio of customers into discrete groups that share similar characteristics, to enable (a) gathering deep customer insights while (b) following, controlling, and reacting more appropriately to changes of the targeted / addressed market. And segmentation also helps in the innovation process as it supports (c) to identify unserved needs and allows to develop products that your customers really want + need.

Segmentation of your customer base is also the cornerstone of almost all our Optimization programmes. At Solia, we apply or combine several methods to achieve optimal results based on our clients’ business needs.

In this article, we provide a quick overview of the we use in our consulting work.

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We work with or MDs of high-performing, great companies. They believe that their teams are perfectly fine and that they are on top of their game. However, they are slightly frustrated and have reluctantly identified that sales are a bottleneck for .

When you are frustrated that your sales team is inwards oriented with little/no focus and spends time on the wrong activities, this is for you. Start doing the following:

Step 1: Put back the customer at the center of your growth strategy. A customer-centric approach will help to get the customer experience right. Gather customer , generate granular insights, and relentlessly work on truly understanding your customer base. Then continuously overdeliver and make it very easy for your customers to do business with you.

Step 2: Simplify your sales operating model, eliminate non-value-adding activities, and get the sales culture right.

Step 3: Once you got step 1 and step 2 done, implement wisely to further increase productivity and to interact with your customer base more effectively.

In reality, it is never only 3 steps and never that easy. But it always starts with thinking customer-centric!

Our Sales Optimization framework tackles your sales challenges and adapts to your business needs. We partner with you to identify your sales obstacles and diagnose what is frustrating you - together we improve sales efficiency and effectiveness to achieve above-market growth.

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