Industry: Information Technology
Project Name: Market Objectives and Sales Strategies
Company Type: Foreign-invested Enterprise

Company Background:
The SME B2B online sales department of a renowned IT company develops, converts, and grows customers through online channels. Sales channels include inbound phone calls, online business opportunities, social media, and third-party e-commerce platforms.

Current Issues:
• Due to declining performance, the team needs to reduce staff to maintain a healthy return on investment (ROI), with only four salespeople remaining.
• Online sales staff receive fixed salaries and lack motivation.
• Online product prices are higher than those in direct sales channels and the telephone sales department, resulting in a decrease in online orders.

Project Objective:
Adjust market strategy and sales tactics to increase SME B2B online sales and revitalize the online business. 

Project plan:

• Diagnose the reasons for the decline in online business, and re-plan market goals, strategies and resource demands while avoiding conflicts of interest between online and offline businesses.
• Cancel the system of only fixed salaries for sales and establish a sales commission system.
• Analyze the conversion rate of customer paths on the website, improve the purchasing experience on the website, and reduce customer churn.
• Understand the product inventory and the company’s overall sales situation, formulate different market promotion strategies, promote customer purchasing behavior, and reduce product inventory pressure
. • By benchmarking the successful model of the personal computer group’s online business, increase customer touchpoints through online chat and social media, improve customer experience, and increase business opportunities.

Project results:
• The team size increased from 4 to 48 in 2 years.
• Annual sales performance increased from 9.6 million to 300 million.