NEXT
GEN
SALES
There’s no free lunch anymore...
...for sales post Covid.
After supply chain rattles and hiking inflation, customers are more conscious than ever.
They are aware of their buying power. We’ve implemented our five core principles with striking results in the past. So let’s get your sales team ready!
5 keys to sales success
A complex, multi-layered, multi-centered channel landscape.
But at the same time more data and more insights than ever.
Time to make the most out of it!
Transformation to end-customer solution provider
Case: Leading European industrial goods manufacturer
The challenge: Pure product supplier with high dependency on wholesale channel, limited access to end-customers and understanding of market need, generalist multi-layered sales organization with hierarchical regional instead of customer-led focus.
The approach: Develop go-2-market for all regions and channels, re-organize all functions from sales to product development in end-customer segments, establish full-service solution offering based on end-customer needs along value chain and beyond, re-focus partner strategy and re-negotiate contracts.
The results in <12 months: Direct sales share increased from 30% to 75%. +100 new key accounts in one year. Time to market improved by 50%.
Systematic exploition of margin potentials
Case: Leading global commercial vehicle supplier
The challenge: Competitive pressure, declining margins in core business, untapped potentials in service and aftermarket, first-hand customer access not fully utilized.
The approach: Exploit aftermarket margins through clear customer segmentation and care concept, boost share of wallet through select direct sales in aftermarket & recurring revenue streams (e.g., predictive maintenance), streamline & equip sales teams with the right tools.
The results in <12 months: Effective aftermarket sales set-up with sales per FTE increased by 25%. Doubling of margin.
We create a striking impact for our clients and society at large