Next, we will analyze the Circular model
The first thing that every modern company must do is define how it will attract new customers to its business. We call this Demand Generation.
The key right now is not to look for quantity, but rather quality.
Technology can be a great ally to reach the segments of interest with a more efficient investment. Most companies invest incredible sums of money in generating demand, but the quality of the demand is poor, which makes conversion difficult and therefore a great loss of money. In order to achieve quality, it is vital to make a prior investment in clearly defining the market segments we want to target and defining our value proposition. With this, we can turn to specialized agencies to help in choosing the best channels and building the creativity necessary to impact the target audience . This applies to both On and Off line channels.
Once quality demand has been generated, we must work on demand management (sales). Here, it is essential to ensure that we have a differential value proposition and to train the sales force at all times . Today, the traditional sales process has undergone major changes and requires a much more proactive sales force with new skills. We must train teams in the use of technologies and new forms of communication, as well as in negotiation skills, generating empathy and new processes.
