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Claire Tracey

Partner & Managing Director

London

The Evolution of Sales

The sales function is rapidly evolving thanks to the advent of digital, which impacts the kinds of tools and information at the disposal of the sales force. BCG’s Claire Tracey explains.

Claire Tracey joined The Boston Consulting Group in 2000 and is a core member of the firm’s Financial Services, Retail, and Marketing, Sales & Pricing practices. She has served clients across multiple industries in all aspects of strategy and transformation.

Claire leads the Marketing, Sales & Pricing practice in BCG's London office.  She is also on the firm’s Financial Institutions leadership team as global marketing partner. Claire’s particular focus is on customer-centric strategy, customer insight, and customer value management (including marketing effectiveness). She has advised on these topics in several regions. Claire has contributed to BCG publications in the financial services, marketing, and strategy sectors.

Before joining BCG, Claire spent four years in the UK's Ministry of Justice, including a stint in the House of Lords as private secretary and speechwriter to the Lord Chancellor.

Areas of Expertise

  • Leads the Marketing, Sales & Pricing practice in BCG London
  • Global marketing partner for BCG's Financial Institutions practice
  • Customer strategies
  • Customer insight and segmentation
  • Customer attrition analysis and retention management
  • Customer lifetime-value modeling and customer value management
  • Marketing effectiveness and return on investment
  • Cross-sales increases and deepening customer relationships—for example, through product innovation
  • Sales force effectiveness and incentive scheme design, including adjustment for regulatory impact
  • Overall improvement of operating-model design and productivity

Education

  • Postgraduate diploma in law, London College of Law
  • MSc, London School of Economics and Political Science
  • BA, Balliol College, University of Oxford

Honors and Awards

  • Member of Steering Committee, 30% Club
Experts
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