Combining data analytics with
sales & operations planning expertise
B2B SALES EXPERT FOR SME
CONSULTING OFFERS
Sales review
Detailed review and testing for the root-causes of your sales and margin performance:
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Data Reviews (see actionable insights)
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Process walk-through against best practices
Go-to-market workshops
Highly interactive, quick impact workshop engagement.
Together we conduct one or more workshops to cover one or all of the following areas, based on your needs:
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Identification of target markets and customer gaps
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Definition of product / service offering and customer impact
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Targeting and messaging
Go-to-market project
Structured project engagement to support your company based on your needs with developing and/or implementing one or more of the following:
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Product-market fit
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Go-to-market strategy
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High-impact prospecting pipeline
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Customer messaging through my extensive network
Sales force transformation
Mid-/long-term engagements to help you transform your sales force through one or more of the following:
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Sales review and gap definition
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Sales force training
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CRM implementation
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CRM improvement projects
*Allow me to understand more about your business and the current situation and us both to get a feeling whether or not I am the right person to help you.
SAMPLE PROJECTS
Re-positioning a boutique consultancy and sketching a clear growth plan
Go-to-market workshops
Target was to help a boutique consultancy develop a professional client acquisition process Through a detailed review of the client's communication across multi channels, as well as a series of online interviews, we identified several improvement areas including position and messaging, lack of prospecting funnel, and lack of clear product portfolio. Defined targets and guiding questions for client's internal improvement projects. Supporting client's development as sounding board.
Transforming a high value commodity product into a significant customer asset
Go-to-market workshops
Target was to identify a high potential B2B channel for a successful online based goose down bedding business. Through a series of workshops we identified boutique hotels and small chains without large purchasing organisations as targets. Identified biggest gap to be online ratings and customer rebooking rates, so we conceptualised Point of Use material that triggers online ratings and rebookings through my client's website, while increasing consumer sales through an affiliate offer. By creating special awareness for the hotel guest about the unique sleeping experience provided, we turned an otherwise commoditised high quality product into a Point of Use marketing asset for the B2B customer.
New market entry for customer-made
kitchen equipment business
Go-to-market project
Target was to help a Chinese company with custom made kitchen equipment to enter the European market. In addition to the convenience food chains we identified the growing segment of food trucks and other food experience delivery vehicles as a high potential segment due to the demand for unique, space saving solutions. Developed messaging for the different target personas and conducted a direct message out-reach campaign through LinkedIn and email / phone. Managed to reach over 100 c-level executives of target customers and generate a 42% response rate. Warm contacts handed over to client's sales team.
Developing high impact KAM and driving margin improvement through sales transformation
Sales force transformation
Targets were to: - Improve decreasing margins resulting from high discounts given in sales negotiations - Centralise KAM and drive margine improvement for global KAMs Introduced: - Standardised customer information gathering, including definition and roll-out of global CRM - Introduced stakeholder analysis for negotiations with larger key accounts - Introduced multi-dimensional, comparative customer data analysis - Developed special training together with global purchasing team to prepare sales teams for increased professionalism on buyer side Achieved: - Global average of 1.5% improvement in sales margin due to changes in sales conditions - Drove local margin improvements through global key account negotiations (best local improvement: +3%) - Successfully closed long ongoing negotiations with single largest customer due to better understanding of customer culture and purchasing process