Marketing & Sales

Today’s customers may not always be right, but they certainly know what they want. Both consumers and commercial customers have virtually instant access to product and pricing information, they demand products and services customized to their individual needs, and they expect high levels of service. That makes capturing and retaining their business — and doing so profitably — more challenging than ever. To succeed, marketing and sales organizations must combine forces and use all the talents, tools, technologies, and channels at their disposal to win in today’s increasingly competitive marketplace.

The world of marketing is changing fast. The media and technology industries are on converging paths, and new technologies are helping marketers analyze their markets, segment consumers more effectively, and better account for the business value of their efforts. Marketers must learn to operate in a changing marketing “ecosystem,” in which their roles and those of media companies and advertising agencies are becoming ever more interconnected. Leading marketers are focusing on the development of key capabilities and building higher performing organizational models to compete in this fast-changing marketplace.

How companies organize, plan and carry out their sales efforts has also become more complex. As the face of a company and the primary source of its revenues, the sales force is among an organization's most critical assets. The importance of its role is growing as competition intensifies, products commoditize, and companies focus more on organic growth. Maintaining an adaptive sales force requires companies to track customer behavior and continue building on the best practices required to succeed in their industries. Sales forces that stay aligned with customers unlock additional growth, increase sales productivity, and create competitive advantage.

At Booz & Company, we understand the value of taking a holistic view of marketing and sales. Our Marketing & Sales advisory service has the experience needed to integrate marketing insight with effective sales methods. In this highly customer-centric environment, developing these capabilities is the only way to achieve real, measurable results.

Our Thought Leadership

The Marketing & Media Ecosystem

Today's marketing environment is becoming increasingly complex and more deeply rooted in the digital world. In response, marketers, agencies, and media companies are beginning to converge in a new marketing “ecosystem.” Marketers are rethinking their marketing agendas and retooling their capabilities. Our landmark, cross-industry study, called “The Marketing & Media Ecosystem”, reveals the new strategies every player must develop to thrive in this new world. read more >


Shopper Marketing 5.0: Creating Value With Shopper Solutions The 2011 fact-based shopper marketing study, prepared in partnership with Shopper Sciences and the Grocery Manufacturers Association, reveals, among other findings, that leading CPG manufacturers and retailers are increasingly adopting a solutions-based approach to amplify the impact of their shopper marketing investments. download (PDF 1.7 mb) >

Service Areas

Booz & Company has extensive experience with large, international corporations, governments, and organizations, acting as an independent adviser on issues ranging from marketing & sales strategy to capability development and process retooling in our key areas of expertise: marketing (including digital marketing and branding), pricing, sales & channel management (including sales force effectiveness and point-of-sale performance), and customer & consumer insight.