You have a great product, and your sales and marketing efforts are productive. But potential customers aren’t closing the deal? Or are deals you thought were a sure thing stalling in the pipeline? This is where B2B sales really starts to get challenging.
Or do you operate in B2C sales and are wondering about the optimal e-commerce strategy? What criteria should you use to decide where to use platforms or whether to try to compete with your own online store? Perhaps you’re also considering international expansion?
1 — Market Focus and Target Customer Clarity
First, I’ll work with you to determine whether your company is reaching the right customers for your products and services, and whether marketing and sales are actually working toward the same defined goals. Here, 30 years of sales, marketing, and consulting experience help me to understand and empathize with your challenges—and (often even more importantly) with your customers.
To do this, we analyze your target customer definition, positioning, lead quality, and the key metrics of your sales efforts, your target customers, and your marketing materials.
2 — Structure and Reliability in Sales
Next, we examine how stable and transparent your sales process truly is.
We analyze lead handoffs, process structure, CRM usage, forecasting logic, and the quality of data collection. The goal is a sales system that does not depend on chance or individual people, but can be reliably managed.
3 — Building Trust and Decision-Making Capacity with the Customer
Today, a large portion of lost deals does not occur during the sales conversation itself, but rather in the decision-making process on the customer’s side.
That is why we assess whether potential buyers receive sufficient references, business cases, decision-making criteria, and internal decision-making tools to confidently approve projects.
4 — Implementation, Not Theory
Based on this analysis, we work with executives and teams to develop concrete measures using a structured approach—ranging from clear target customer definitions and structured sales processes to training, workshops, and management tools such as OKR systems.
Our goal is not to add complexity, but to create a sales process that operates predictably and measurably drives more closed deals.
Feel free to schedule an initial consultation with Clemens Gutmann at 0621 33 93 71 06 or send us a few lines via the contact form.
