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No marketing area is changing more than sales and channel management. And with the proliferation of new sales channels and technology-enabled selling, most companies now have the opportunity to transform their selling organizations. A lower-cost sales platform and improved customer service can actually drive incremental revenue. Strategy design involves equal focus on customer needs and the client's economic and organizational capabilities. Understanding both customer segment needs and the client's cost-to-serve requirements ensures profitability. The author works with the client to develop go-to-market strategies tailored for each customer segment.
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