- 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“:

  • Collaboration with the "Digital Sales" team and sales lab at Aalen University
  • Cooperation with Prof. Dr. Alexander Grohmann, holder of the first German professorship for “digital sales” at Aalen University
  • 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
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