Challenges in sales
Today, advancing digitalization and continuous change are constantly presenting new challenges for corporate sales organizations. The need to comprehensively adapt the entire sales strategy, processes and measures as well as the entire sales team to these changes is increasing.
A key driver here is the steadily increasing competitive pressure from old and new players, whose innovative strength makes it difficult to differentiate simply on the basis of product features. What is more, very few products sell themselves today – they need to be actively marketed and sold. This requires highly motivated sales teams that are appropriately trained and equipped to successfully represent and defend the added value of their own offering via the product, the service and the corporate values.
Value selling, sales funnel, and multichannel management
Value selling must must go beyond being a buzzword, it needs to be enabled through tools, software, and processes. These include TCO analyses, benefit calculators, digital sales tools and a CRM that forms the backbone of internal networking in sales. Modern sales funnel management also ensures the inclusion of all communication channels and continuous coordination between the numerous players and systems. This also includes strategic management of the sales channels. Omni- and Multi-Channel management must also be understood as a dynamic framework that proactively addresses individual purchasing decision processes and customer lifecycle stages. Customers are becoming more discerning and expect to be engaged on their preferred channels.
Holistic sales approach
At the same time, the aim of strategic sales management must be to actively shape customer behavior and thus also optimize cost-to-serve through targeted offers and deliberate design of sales and communication channels.
We take a holistic view of sales and help our clients optimally position themselves for long-term sales success.
Key levers for sales optimization
Sales Audit
The R&P Sales Audit “analyzes all relevant aspects of your sales organization to identify optimization potential. The goal of the audit is to identify sustainable revenue levers in your sales organization. Based on the results of the analysis, you receive actionable recommendations and a short- to medium-term implementation roadmap.
Sales strategy
A successful sales strategy deploys concrete measures to bridge the gap between the status quo and targeted sales objectives. For this purpose, markets, sales channels and customer segments are analyzed and prioritized. Together, we systematically implement the resulting recommendations and guide your sales organization toward long-term success.
Omni- & multi-channel-management
Even before the Covid crisis, online business was experiencing strong and steady revenue growth across B2C and B2B segments. The opportunities for building profitable omni- and multi-channel sales through e-commerce are vast, but so are the challenges and pitfalls. In the consulting project, we optimally align your sales across all channels.
Big deal management
Major customers and key projects are critical drivers of your company’s success. This is exactly where big deal management comes in. Success in acquiring key accounts and major projects should not be left to chance. Rather, it is important to lead deals systematically to success. This does not require a heroic lone effort, but rather an entire organization that systematically rallies behind the opportunity. We show you how to proceed in a way that promises success.
Digitalization & CRM sales
Even if the degree of implementation of digital solutions still varies greatly from industry to industry, digitization of sales is on the agenda of almost every company. Particularly in a disruptive market environment, they are no longer just “nice-to-have” but secure decisive competitive advantages. However, many companies are unsure how best to approach this complex transformation. In a joint project, we work together to develop the right digital strategy for your organization.
Incentive systems
Systematically redesigning the compensation framework is a powerful lever for driving sales performance. To get there, however, numerous complex questions need to be answered to optimally solve this demanding challenge. We would be happy to provide you with end-to-end guidance on optimizing your sales incentive system.
Value selling & negotiation
Negotiation and sales processes are growing ever more complex, costly, and protracted. Value selling and good negotiation skills can help achieve outcomes that satisfy both parties. With an extensive toolkit of proven sales methodologies, we provide you and your sales team with comprehensive support and training order to deliver measurable performance improvements.
Take your sales management to the next level
We look forward to supporting you in optimizing your sales management. Contact us anytime for a no-obligation conversation.
Gregor Buchwald
Gregor Buchwald is Managing Partner of Prof. Roll & Pastuch. He has over 20 years’ specialist industry knowledge and consulting experience. His focus is on the areas of strategy, pricing and sales. His customers include multi-national companies as well as medium-sized B2B customers. Mr Buchwald has also written numerous publications about strategy, sales and pricing and speaks at numerous events.
Kai Pastuch
Kai Pastuch is Managing Partner of Prof. Roll & Pastuch. Before joining as Managing Partner, he was Director at a leading international strategy and marketing consultancy. As a graduate in business informatics, he also manages our software company nueprice, which specializes in the pricing of spare parts with the product of the same name. Mr. Pastuch has extensive project management experience from numerous projects for large international companies and German medium-sized businesses in the areas of price management, marketing, sales and strategy. In addition to numerous publications in renowned journals and the publication of the reference books Praxishandbuch Preismanagement and Big Deal Management, he is a sought-after moderator and speaker on all aspects of sales and pricing. As a practice-oriented manager, he likes to get personally involved in our projects and contributes his broad experience in workshops and steerings.