Impact & Expertise

Marketing & Sales

Industry Challenges

Our Marketing and Sales practice covers all commercial functions, including branding, sales, marketing, pricing, and customer insight.
Marketing and sales activities play a critical role in driving revenues, retaining customers, and achieving company objectives. But successfully "going to market" requires multiple functions to work together seamlessly, keeping a clear focus on the end customer. To successfully tackle this challenge, companies must answer some important questions:

  • What are the most attractive customer segments for us? What are these customers' unmet needs?

  • How can we improve our performance with our largest strategic customers?  Where can we grow?

  • Is our go-to-market strategy adapted to the current needs of our business model, channels, and customers?

  • What are the pricing "game-changers" specific to our industry and situation? How do we implement them?

  • How can sales force productivity be improved? Where can selling costs be reduced?

  • How can we improve the efficiency and effectiveness of our marketing activities?

  • How can we ensure that investments in branding and communication drive value for the company?

BCG Competencies

To help our clients gain competitive advantage, we utilize rigorous analysis and a deep understanding of organizational processes to unlock the potential of marketing and sales resources. We leverage consumer and customer insight to inspire high-impact thinking in all aspects of go-to-market strategy. And, in order to realize sustainable economic impact, our work extends across strategy, planning, execution, and capability-building.

Our practice consists of more than 250 partners and almost 600 trained professionals at all levels worldwide, all with significant expertise in marketing and sales topics. Our Center for Consumer Insight—a global group of experienced partners and specialists—provides best-in-class support for market research and customer-discovery work. In addition, we have dedicated expert topic leaders on Pricing, Branding, Marketing, and Sales/Channels in every region around the world.

Götz Gerecke Partner & Managing Director Zurich +41 44 388 8666

Other Publications

  • Formulas for Winning: Forging Innovation in China’s Banking Sector
  • MORE
  • The Battle for Automotive Brand Loyalty in China
  • MORE

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