mb+p Business and Management Consultants

- Area of Expertise: Sales Excellence

Sales Excellence is the lifeblood of any company and one of the most critical success factors for its long-term development. Sales Excellence leads to sustainable market penetration, customer loyalty and customer value.

mb+p is pushing its portfolio in digitization in sales

Digitization is becoming increasingly important, not least accelerated by Corona. All corporate functions are affected. In the operations environment, Industry 4.0 has been discussed and implemented for a long time. At the customer interface there is still a lot of catching up to do in medium-sized companies.

In sales, companies face considerable challenges and questions in digitization both internally and externally:

- Corona and working from home make physical customer contact in acquisition more difficult
- Are the costs and benefits of a one-hour customer visit still in balance?
- How can we combine customer presence and sustainability?
- Where do we stand with our internal digitization of our sales processes?
- Do we even have the prerequisites for digitization and what are they?
- What is the measurable benefit of digitization in sales?
- How does that work and how do we avoid mistakes that result in high follow-up costs?

That's why we've significantly expanded our practice „Sales Excellence“:

Establishment of a "Digital@Sales" team of experts with extensive experience in the digitization of companies in sales
Introductory workshop "Digital@Sales" to identify potential and fields of action

What are the key elements involved in improving structures and efficiency in sales?

Strategic Services include: Growth mindset, increasing sales, sales methodology. Our team’s practice includes the following details:

Development of action plans for increasing sales and growth
Realignment of sales: from selling products to selling solutions
Introduction of key account management
Design and implementation of account management processes and tools
Introduction of a solution-oriented sales methodology
Analysis of sales strategy and evaluation of potential for improvement
Introduction of pipeline and opportunity management

Typical project outcomes: A Cohesive Sales Strategy with A Practical Implementation Plan

1. Sales strategy

Establish positioning
Define target customers
Strategy planning

2. Customer development

Account selection
Account and Segment analysis
Develop an account strategy
Customer feedback
Strategy planning
Account reviews

3. Opportunity Management

Opportunity process
Sales methodology
Evaluation of business opportunities

4. Result

Solution-oriented sales
Greater customer penetration
Profitable growth
Mutual understanding