Marketing and Sales Consulting

Inno Garage's Marketing and Sales Consulting group helps clients master multichannel for sales excellence in two ways: by improving the effectiveness of their sales investments and interactions with customers; and by simultaneously driving for efficiency in all channels (e.g., face-to-face sales force, inside sales, third-party channel partners) and the associated back office/sales operations.

Our approach to sales transformations encompasses how and to whom companies sell their products and services, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help clients address specific challenges in their go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas. Our team consists of more than 20 partners and associate partners, and a broader affiliated group of more than 50 senior practitioners worldwide.

Global marketing spend exceeds $1 trillion, which makes it between 1 to 2 percent of global GDP. Marketing spend has been rising faster than the top line for several decades. In our experience, 15 to 20 percent of marketing spend can be released through better marketing return on investment (MROI) efforts, either for reinvestment for growth or return to bottom line. That’s up to $200 billion globally per year. How do we capture the potential of this market ? Here is our take: 


Optimize return on sales investments
Cutting sales costs without losing revenue is both art and science. Our collaborative approach helps companies gain transparency on the performance of their route-to-market mix while identifying potential improvement areas and concrete ways to achieve them, such as creating lean back-office sales operations.

Find and capture pockets of “granular growth”
Nearly every company with a dispersed customer base and a large number of sales transactions has considerable opportunity for organic growth if it looks at the right level of granularity. We help companies take a fine-grained view by geography, industry segment, and offerings to find the hidden pockets of growth—including often overlooked small and medium-sized business segments—and then tailor the strategies and approaches needed to capture them.

Align sales channels in a multichannel world
Customers are increasingly moving across all channels to get what they want. Some of them demand increased services for certain transactions while others prefer low-touch, 24/7 interactions. We help companies form effective selling strategies in all channels from key-account management to digital sales to indirect channel partners. Clients base these strategies on precise assessments of channel performance, channel economics, and customer preferences.

Building the high-performing sales force
Today’s big company sales organizations often consist of thousands of people spread across vast geographies. To boost the effectiveness of these far-flung organizations, we help build necessary skills in the organization by providing innovative, hands-on programs that include performance dialogues, train-the-trainer capability building, and a “field and forum” approach for sales managers that combines classroom and on-the-job learning. This component is critical in achieving sustained improvement.