Commercial strategy
Together with you, we create and implement the commercial strategy that has the greatest impact on your sales results.
Most sales organizations have only recently begun the journey toward a different B2B world. This journey involves not only succeeding in creating value during the buying situation (the classic salesperson role) but also, to a greater extent, throughout the entire buying process. The ability to optimize the commercial strategy is especially crucial in times of increased economic uncertainty, digitalization, and information overload, and that’s what we help with.
We can help with:
Commercial strategy. The right strategy is the sum of good choices and rejections. We help you develop, describe, and implement the commercial strategy that will ensure future sales success. This includes “go-to-market” plans, development of Ideal Customer Profiles, segmentation, value propositions, competitor analysis, differentiation, as well as KPIs and KBIs. Read more about Commercial Strategy.
Sales Operating Model. A Sales Operating Model is a blueprint that describes how you work commercially. It sets the standard and ensures that best practices are easy to follow, regardless of how complex your sales process may be. It describes, for example, how the sales process is approached, how you collaborate, how segmentation is done, and how CRM and tools are used correctly. Read more about Sales Operating Model.
Mapping customer journey. Customer journey mapping is an important tool to gain deeper insight into your customers and the interaction you have (or should have) with them. It begins with understanding the customers: What they want, how they react, and how they experience your initiatives. At the same time, we map your sales activities and the touchpoints where your customers and your organization intersect. This is the core of our customer journey analyses.
Sales process. We help adapt, design, and implement your sales process so you meet customers at the right place and time in their buying journey.
Organization. Today’s selling is a team sport. It requires that we have a clear understanding of roles, responsibilities, and the organization of commercial functions. Together with you, we ensure that the organization works better together to achieve your goals.
Choice of sales methods. The sales method is crucial to shift from doing more to doing what has the greatest impact on sales. We help identify the sales methods that match the way your customers prefer to buy.
Playbooks. The primary go-to guide for the salesperson, with concrete tools and instructions for best practices. We help you create sales playbooks as a solid foundation for predictable, scalable sales success. Read more about sales playbooks.
Implementation. We assist in implementing your commercial strategy from planning to results.
Here are some examples of how we’ve supported organizations:
- Development and implementation of a Sales Operating Model for a market-leading trading company with 70 different markets in 14 countries.
- Helping a nationwide wholesale company in transforming Key Account Management from customer responsibility to strategic KAM.
- Creating a scalable sales organization through the implementation of a new shared commercial strategy for smaller sales organizations.
- Transformation from product sales to advisory sales in the financial sector. Development and implementation of a sales playbook for an industrial company with 60 employees.
