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Marketing and Sales

The best marketing and sales organizations are centered around the customer—and rely on analytics, agile processes, and a test-and-learn culture to create more personalized experiences. For many companies, this requires transformation. BCG guides the way.

Companies that win don’t just talk about customer experience. They prioritize it, spotlight it, and transform it. They make things easy: selling and marketing in a way that’s both convenient and relevant to customers.

Traditional approaches don’t foster this seamless simplicity—or the growth it sparks. What’s needed is a new paradigm: an integrated unification of marketing and sales. One that leverages a deep understanding of customers, cultivates experimentation, personalizes experiences, and both learns and moves fast.

We help companies develop the underlying human and technical capabilities—along with the right processes, roles, and culture—that enable a more agile, data-driven marketing and sales organization. The most successful companies don’t throw the switch on a solution. They build on a foundation for growth. A foundation we help create.

How We Deliver Impact in Marketing and Sales

CMO Agenda Icon | Marketing and Sales

CMO Agenda. The reality for CMOs in today’s world is one of constant change, uncertainty, and innovation. All of this brings opportunity. We help CMOs rethink their business in a meaningful way that drives sustainable growth.

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Digital Sales. Balancing go-to-market innovations with traditional sales-force levers is key to getting digital sales right. We help clients improve the effectiveness of their sales strategy by adopting new trends in data-driven selling, digitization, and selling models.

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Customer Insights. To create value propositions and experiences that resonate with customers, companies must understand them, and turn that insight into competitive advantage. We help clients prioritize the data that matters most, so they can identify customer pain points, optimize pricing and promotion strategies, and more.

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E-Commerce. Now more than ever, customers are living, playing, working, shopping, and buying online. We bring together marketing and sales strategy, design and architecture, data and personalization, and execution to deliver excellence—and value—in e-commerce.

Digital Marketing Icon | Marketing and Sales

Digital Marketing. New digital channels have precipitated dramatic changes in consumer behaviors and expectations. Through a digital transformation of their marketing functions, we help businesses anticipate consumer needs and respond better.

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Sales Channel Strategy. Customers are rapidly shifting how they learn about—and buy—products and offerings. We help transform companies’ GTM approach by integrating the tools and data and analytics that direct sales activity into their marketing and sales strategy.

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Personalization. Our unmatched personalization program creates a self-reinforcing cycle of truly 1:1 customer experiences and deepening brand engagement, delivering value for both customers and the business. By reshaping the way companies operate, we help enable unprecedented cross-organizational collaboration.

Pricing and Revenue Management Icon | Marketing and Sales

Pricing and Revenue Management. Pricing is a potent lever for maximizing revenues. But pricing unleashes its full power only when companies take it to the next level. BCG experts help clients build a robust internal pricing organization—a core part of our work—because pricing needs to be a core part of yours.

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Marketing Function Excellence. Marketing organizations are expected to respond quickly to changing conditions, and the job of marketers has grown more complex. We help organizations invest in marketing functions with a mindset of rapid, continuous improvement to stay ahead of the competition.

Revenue Operations Icon | Marketing and Sales

Revenue Operations. Centralizing operations teams from marketing, sales, and customer success has emerged as a high-impact way to accelerate revenue growth and go-to-market (GTM) operations efficiency. We help our clients organize their GTM operations in a meaningful way.

Amway China Steps into Its Digital Future

General Manager Innovation Hub Amway China Ken Li talks about the company’s transformation and the tangible impact it has had on the business.

Learn More About Marketing and Sales

The Fast Track to Digital Marketing Maturity - rectangle

The Fast Track to Digital Marketing Maturity

How to Meet Customers’ Needs in Uncertain Times

How to Meet Customers’ Needs in Uncertain Times

Companies Gain when CMOs and CFOs Measure Success Together

Companies Gain When CMOs and CFOs Measure Success Together

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Digital Marketers Race to Meet the Needs of a New Era

Our Marketing and Sales Solutions

A key challenge in marketing and sales is navigating an ever-increasing array of choices. To help clients focus their efforts, our marketing and sales consultants are supported by unique solutions, methodologies, and expertise.

Commercial Accelerator

Most companies view marketing, sales, and pricing as self-contained functions. But the silo perspective understates the interplay among these functions, making it hard to measure the true impact of an initiative. Our Commercial Accelerator team assesses all three functions in concert to spark more effective investment. A key tool is BCG’s Return on Commercial Investment (RoCI) metric, which aggregates all commercial KPIs to help companies understand where they stand—and what to cut, keep, and prioritize.

Marketing Catalyst by BCG

Data can shed light on how marketing efforts are faring—and where to turn up, or turn down, the dial. The problem is: there’s a lot of data. Marketing Catalyst integrates analytics, research, and data into an easy-to-use interface that matches marketing investments with growth opportunities. So companies get a clear, fact-based view of likely returns, enabling them to optimize their marketing mix and campaign planning.

Learn more

BrightHouse

A company’s purpose—the “why” driving what you do—is a crucial enabler of success. Over the past 15 years, purpose-driven organizations have grown 10% faster than the market. But purpose does more than unlock growth. It also energizes employees, inspires customers, and creates social impact. BrightHouse, BCG’s global creative consultancy, helps companies define their true business purpose, embed it across the organization, and unleash its power.

Learn more

Marketing, Sales, and Pricing at BCG

In a world of rapid transformation—where customer expectations are changing, growing, evolving, and accelerating faster than ever before—how can companies deliver more breakout and profitable growth?

See more of our Marketing and Sales consultants
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