Commercial excellence is an industrywide common pain point for product-driven engineering companies.
BCG’s benchmarking approach draws on a database that contains deep quantitative and qualitative assessments of commercial performance. Commercial Excellence Benchmarking includes an in-depth look at 40 exemplary companies that produce exceptional products. The benchmarks can help companies transform their commercial, marketing, and sales strategies to gain competitive advantage.
Commercial excellence is shifting from a sales strategy based on intuition to one based on hard facts.
Traditional sales strategies were based on intuition and were led by the sales person as “artist.” The sales process was characterized by:
The new fact-based approach to commercial excellence is more science than art. With this new approach: