Nothing touches a customer as closely as a sales and marketing channel. It can be your ear closest to the ground. The challenge many a times, is that market voice heard by these ears travels up the company through many filters and interpretations. An enterprise should train the sales and marketing front-ends on how to seek, gather and report the ground-intelligence. At the same time, it should work on processing that intelligence without distorting it. This ground-intelligence collected by the sales and marketing channels would not only be linked to sales & customer choices, but also linked to post-sales experience, the competition, the environment, customer's investment plans, etc....
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