SOLIA Consulting

10/06/2021

Can you your enterprise sustainably if a big proportion of your existing decide to part ways and do business with your ?

Annual churn rates of 15% and more is something we see regularly at SME’s. And our clients typically react to this by putting more focus on business development… But they forget that existing customers are a great source of , as increasing retention rates by 5% can affect positively by +25% up to 95%. Furthermore, research shows that serving existing customers is 5x less expensive than acquiring and onboarding a new customer.

To contrast customer , you should therefore first understand the causes of it, monitor its level, and finally take action to generate loyal and profitable clients that are (a) happy to stay and (2) likely to do more business with you in future.

At Solia, we have developed a program to predict and reduce customer churn, among our Optimization solutions, in the module Growth and Lifecycle Management. We (1) understand your customer base purchasing habits, (2) spot indicators that suggest when customers are likely to churn, (3) develop recommendations and roadmaps to contrast customer attrition, and (4) train and coach your salesforce to increase customer loyalty.

In this article, we give you some tips about the most common causes of customer churn, and guess what, price is not among them!
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03/06/2021

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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01/06/2021

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.

Discover more on our website! Link in comments

27/05/2021

🎯 Are you primarily a sales organization or a company that also sells its products? Slight difference, big impact.

The combined attitudes, values, behaviors, and habits of all your individual sales team members make up your organization’s sales culture. As this construct is so fundamental for your business’ success it needs to be actively developed and maintained by strong sales leadership! We believe it’s your sales managers’ responsibility to make sure your culture is healthy and optimized for success.

🎯 Do you feel that your sales leaders could perform better? Do you believe they do not have the right tools and knowledge at hand to build great teams that can solve the toughest sales challenges?

For this reason, we have developed modular training solutions on Sales Culture, Sales Coaching, Performance Management, and Leading Strategic Initiatives. Our programs are fully focused on creating an environment that will allow succeeding tomorrow.

Can you afford a toxic sales culture? Well, let us talk!

Schedule a 1-hour strategic meeting with our experts now on our website!

https://solia-group.com/contact/

25/05/2021

Do you assess the you provide to your customers? If so, are you calculating the real impact of your products’ individual features, and do you review and understand attributes your customers care about? And if not, don’t you think you miss out on something?

In our experience, most manufacturers rely on cost- or market-based . Despite being simple methods (easy to calculate, to implement, and to maintain) they both do not consider customer and thus might result in suboptimal pricing and in unrealized and .

Yet there is a better way à ! A powerful strategy companies frequently shy away from as they overcomplicate it, although they are often sitting on a tremendous amount of customer & product data that could provide superior and be useful to determine real customer needs.

Applying methods and we at Group refine and leverage data to define optimal value-pricing strategies, develop tailored solutions to capture our clients’ customers willingness to pay, and drive 3-8% of directly to their bottom-line.

Discover more on our website!
https://solia-group.com/pricing-optimization/

Group

21/05/2021

Are you willing to leave money on the table? The impact of on the bottom-line by far exceeds the effects of cost-optimization or volume gains.
Most companies still rely on -plus pricing which derives selling prices by determining the cost of the product or service and adding a markup on top. Despite being a simple and intuitive pricing approach, cost-plus can affect your negatively, as deriving from your customers’ real willingness to pay might not be fully exploited.
Thus, using a -based pricing strategy is what you should aim for in case you want to boost your top and bottom-line and sustainably improve your business.
In this article, we explain in detail the 4 steps to enhance a value-based pricing strategy and illustrate some of the positive impacts value-pricing can have on organizations.
Are you still willing to leave money on the table?
Enjoy your reading, and do not forget to share and subscribe to our newsletter for more!

https://solia-group.com/why-might-your-current-pricing-approach-harm-your-profits/

The impact of pricing on the bottom-line by far exceeds the effects of cost-optimization or volume gains. But although pricing is the key profit driver, many companies do not get it right.  

19/05/2021

Is your largely based on cost? If so, you should stay alert and learn more about .
is not about applying a markup to your COGS but about understanding your customers’ willingness to pay and determining the selling price based on the benefits your products or services provide to your customers. Offering price points that meet your customers’ needs by considering the perceived value of your products will result in higher profit margins and when done right will also strengthen your brand.
At Solia we help you figure out how to price effectively. Our module is designed to develop effective pricing strategies connected to your business goals. We do it by:
- Auditing your pricing setup and pricing function.
- Optimizing your entire infrastructure.
- Implementing AI-powered tools that allow taking pricing decisions at scale.
- Delivering the right tools, knowledge, and trainings to create a customer-centric .
You have never been so close to improving your profit margins.
Are you ready? Let’s start now.

Discover more on our website!

*Cost-plus pricing can be an appropriate and nondiscriminatory approach in mass-markets with highly standardized products and high price transparency. It potentially reduces the risk of price wars as all competitors stick to their defined markups given a specific cost-base.

13/05/2021

Can you afford to keep losing profit margins? Is a 2-4% increase in net sales that directly reflects on your bottom line something you want to miss?
With our innovative and pragmatic solution, we help businesses to transform within 90 days and generate double-digit profit margin gains.
How?
Collect & refine data | We collect, check, and enrich your data assets.
Analyse data | We use data science methods and advanced analytics to analyse to generate insights, identify untapped potential, and explore margin leakages.
Turn insights into action | We develop concrete and actionable recommendations on customer and/or product level based on the identified insights.
Provide coaching | We build capabilities and coach your sales reps to become more margin sensitive and profit-oriented.
Drive adoption | We develop measurable action plans and support your sales reps in implementing them.
In a nutshell: We turn your existing big data into smart data to generate actionable recommendations that drive results. We then coach and train your sales force to make the fastest possible implementation possible.
Discover more on our website!

https://solia-group.com/profit-mining/

The amount and complexity of data available has tremendously increased over the last years. Most businesses start collecting more and more information while still lacking the capabilities of how to systematically extract valuable insights for increasing margin and profitability. Besides, lots of org...

11/05/2021

Meet the team!

At Solia, we do things differently! We believe that results can only be achieved once teamwork among professionals is in place. For this reason, we create a positive and collaborative work environment, were teammates support each other and are encouraged to think out of the box and bring their own ideas.
The results is what you see, innovative programs that deliver great results, and fun and personal development along the way!

05/05/2021

Have you given up growing your business and do you leave money on the table?



With the the launch of our upgraded service portfolio fully centered around and we tackle these challenges. We offer and training solutions that combine the power of , and business expertise.

All this results in customizable optimization programs that deliver real results, boosting your revenues and profits.

Let us discuss and start together your sustainable growth journey.



All the details on our new website – ONLINE NOW

https://solia-group.com/

We help our clients grow their revenues and profits faster than the market and guide them in transforming their business! The dynamic of B2B sales has fundamentally changed – it is fast paced, digital, multi-channel, information rich, data intensive, technologically enabled and highly customer cen...

20/04/2021

A technology-based approach to sales. We use machine learning tools to empower you in taking fact based decisions and boost your growth… stay tuned to discover all the details on our new website, coming soon!