Sales targeting insight - giving your sales team direction!

Tech4T can increase your sales performance by identifying which customers to contact, when, why, how and how often!

Using your own operational data, we can derive the insights needed to guide your sales and marketing effort toward the people more likely to give you high-value business!  We fill the customer knowledge gap and provide you with the intelligence in a format that is easy to deploy and will make (and save) you a significant amount of money.   We can help you find out... 

• Who contributes the most revenue

• How their trading patterns vary over time and the impact of change

• Their true value to your company (lifetime value) and their profitability

• How they breakdown geographically

• How they can be grouped together

• Who, when and why they should be contacted, and with what message, offer, etc.

• Which channel you should use - Sales visit, *Telesales, Email, Direct mail, Conference, Door-to-door, Retail, Trade counter, Distributor, Agents... - when, and at what frequency

• Which customers should be allocated to which sales person

 …and then use the insight for targeting and to enhance your customer proposition

Our process - a little insight as to how we work First we take a copy of your customer and sales data going back over time together with any additional profile or research data. If data needs cleansing, standardising or combining we do this, and if sparse we can implement a separate survey campaign.  We then apply statistical segmentation and modelling approaches - including analysing purchase recency, frequency and value (RFM) - and create a distinct number of unique database segments that can then be related to specific customer actions to win, keep, win-back and grow more high value customers.
	The starting point - no segmentation
Each segment differentiates a set of people who share similar characteristics. i.e. their profile, purchasing behaviour, spend (value), interests, etc.  One of the next steps is to repeat the exercise - again based on the snapshot of your sales data - but this time frozen as at one year ago (or an alternate timescale).  We can now see how customers have moved across segments over the 12 month period. i.e. spotting which high-value customers have lapsed, who have spent more (or less) as a whole - or across separate product groups, which customers are buying more or less frequently, etc.
	Statistically segmented and profiled customers

 

Sales targeting insight continued, click here