What are the hot topics in B2B marketing and sales?
Many B2B companies sell their services for less than they are worth. Often, the service rendered is disproportionate to the compensation received in return. In addition, more and more providers are finding it increasingly difficult to differentiate themselves from the competition on the basis of their products and services alone. These developments are intensifying as the process of digitization continues to move forward.
Companies are increasingly forced to adapt to changing market dynamics. One highly promising lever to respond to these circumstances lies in the professionalization of sales and marketing. The starting points for such optimization can be found among customers, services, and markets. The specific areas of activity to ensure expedient implementation must be defined individually by each company.
Are you looking for support to exploit the potential of your sales or marketing organization? We would be happy to work with you to develop suitable options for your company.
Current topics:
The digital transformation of sales and marketing is no longer an option, but an essential prerequisite for success in global competition. With digital marketing, customers are increasingly setting the rules. Only suppliers that use these circumstances to their advantage will emerge victorious in terms of digitization.
Typical challenges
- B2B suppliers recognize the potential of digitization, but do not know where to begin.
- Unaligned digital and analog processes result in gaps for customers.
- Companies initiate digitization projects without sufficient understanding of the fundamentals.
Our approach to supporting you
Depending on the objective and complexity of your digitization project, we will work with you over a period of 1 to 3 months to develop a customized solution. In order to ensure the best possible result for your company, we combine workshops, coaching, and training sessions as needed.
Results
- Development of a realistic roadmap for the digital transformation of your sales and marketing approach.
- Increase in the effectiveness of your lead and opportunity management.
- Assurance of seamless digital customer management with no media gaps in media workflows.
Sales managers find it difficult to realistically assess the effectiveness of their own sales organization and identify promising options for optimization. With our Sales Performance CheckCiM we have developed a tool to assess the performance of your sales organization in a holistic manner.
Typical challenges
- There is a striking imbalance between the resources provided to sales and the tasks it must carry out.
- A number of optimization initiatives are launched but not integrated with one another.
- Individual areas within the organization act in isolation and lack a common understanding of customer-centric marketing.
Our approach to supporting you
As part of a comprehensive assessment, we will analyze how well positioned your sales organization is for carrying out its tasks. We will show you the five dimensions that are essential for sales success and involve internal and external stakeholders. You will receive a thorough assessment with specific recommendations for action to ensure speedy optimization.
Results
- Mapping of your organization’s strengths and weaknesses and benchmarking against top-performing companies.
- Detailed assessment for each dimension, including a gap analysis of internal and external evaluation.
- Chain of activities necessary to ensure effective sales optimization that takes account of interrelations between the different dimensions.
More and more companies recognize the potential of a comprehensive professionalization of their sales activities. They are increasingly establishing centralized units to coordinate and promote the holistic and company-wide development of sales – so-called sales excellence development.
Typical challenges
- Local sales units act independently and with no strategic coordination.
- In view of increasing cost pressure, sales units need to justify their existence.
- Performance gaps are emerging between units that are successful and those that are underperforming.
Our approach to supporting you
Depending on the objective and scope of your project, we will work with you over a period of 2 to 6 months to develop a customized professionalization concept for your sales organization. To this end, the desired focal points will be defined in close consultation with top management and global sales managers and will thereafter be realized by a project team formed from your employees.
Results
- Creation of a uniform understanding of sales excellence within the company.
- Implementation of learning platforms to promote the knowledge transfer within the sales organization.
- Development of an effective KPI cockpit to ensure performance-based incentivization and measurement of success.