In the race towards brand growth and relevance, leading FMCG businesses rely heavily on innovation. Establishing an amazing business is merely the first step. Attracting customers requires sales talent. While many small businesses believe sales is similar to marketing, it’s actually much broader. Sales spans the entire process of delivering a product or service to a customer: from choosing which products to sell and where to sell them, to how to price and promote them.

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The fast-moving consumer goods industry is a complex trading environment, with many companies experimenting with various ways to cut major manufacturing costs, especially in today’s economic climate. Packaging has so far been crucial for brand differentiation and identity. So it’s no wonder that the global spending on packaging now exceeds US$500 billion.But as the world battles inflation and climate change, FMCG companies need to consider whether this is the right time to pivot to more eco friendly packaging or even packaging free solutions.Organisations and brands that can reduce the price increases that are passed on to consumers currently, while also embracing sustainability are more likely to come out of this period stronger than they were, when they went in.

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We are living through a time when inflation is putting pressure on people’s ability to spend. Combine this with supply chain constraints and inflation is expected to increase yet more before it eases. FMCG companies and retailers are facing the challenges of increased consumer privacy regulations, changing consumer behaviour, increased customer acquisition costs and an increase in the cost of advertising, in addition to inflationary pressures on production costs. So where should sales and marketing teams focus?

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Why is sales intelligence important in the FMCG sector? And more importantly why will this make a difference when the customer already uses a demand planning or demand sensing software to predict what and how much they need to stock? Companies in other sectors use sales intelligence software to improve the quality and quantity of sales leads by using data to find new opportunities and provide salespeople with the information they need to take advantage of them. This type of software is used by marketing and sales executives to define and implement sales strategies based on their data combined with external data in their CRM software such as lists of prospects, databases of contacts, etc. However, companies in the FMCG sector still work on the assumption that the customer knows best when it comes to optimal order volumes. We explore why sales intelligence in FMCG is as critical as demand planning/sensing in retail in our latest podcast.

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Location based sales intelligence allows companies to target consumers at a granular, more personalized level with specific stores as targets based on their physical location. Using location data, sales and retail teams can ensure optimal stocks of SKUs at each store based on selected qualifiers like: demographics around the store, events happening in the area, and more. We explore more of its merits at a deeper level in this podcast. Tune in to listen.

Sales intelligence is the term given to the range of tech solutions that analyze sales prospects, deal sizes, CRM activity, orders and other data to provide predictive insights to salespeople in the B2B space. It helps sales teams discover and close deals with potential customers. But how is sales intelligence different from sales analytics, marketing intelligence & EPOS data in FMCG? And how does it boost the FMCG sales process by identifying new opportunities and areas to improve? We explore that and more in today's podcast. Tune in to listen.

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Effective demand planning delivers both profit and customer satisfaction by helping businesses achieve the right balance between sufficient stock levels for each SKU and customer demand for specific locations. Alternatively, poor planning can result in avoidable supply chain disruptions and leave a company short on products, which can result in backorders, stockouts or costly scrambles for raw materials. So what role does sales intelligence play in all this and how is it vital for every supply chain management nowadays? We explore this and more in today's podcast. Tune in to listen.

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In today's podcast we explore how demand sensing works and how it can benefit in improving your sales forecast without having to wait for your distributor.

Traditionally to forecast sales, we used only the past projections to predict the future demand.In, today's world its more relevant for tech to make demand forecasting a science. We explore both sides of this predictive analysis in this podcast. Let us know your thoughts.

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Traditionally, companies in the FMCG industry used historical data as a predictor of the future. While that worked in the past, when availability of data was a constraint, companies should now leverage the vast data that is available to efficiently forecast demand, preventing lost sales. Lets learn how sales intelligence delivers massive benefits to your organization.

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