Complex B2B sales mostly involves working with a buying centre, that is to say, a number of contact persons representing clients. Each dialogue partner influences the sales decision to a greater or lesser extent. This means that securing customer satisfaction is very often extremely complex because of the existence of so many possible decision markers. What is needed here is structured Opportunity and Pipeline Management.

How can you be sure of adequately dealing with this complexity in sales?

Our sales process Strategic Sellling maps out all the components of efficient project management in complex B2B sales. An important component is the Buying Centre with all its interlocutors, their roles, degrees of influence and attitudes.

Through competition analysis, strong-weak profiles and the definition of an ideal customer profile, you can create strategic sales strategies for your sales process.

The Sales Pipeline is a sales tool that supports efficient resource management in sales. The goal-orientated assignment of priorities in each individual phase of the Sales Pipeline multiplies your hit rate and significantly shortens the sales cycle times. During this process, all stages are taken into account, not only new customer acquisition, lead management and development of qualified leads but also project management, right up to the successful conclusion of a sales contract.

Improve your sales forecasts with the Miller Heiman Blue Sheet

The use of strategic project management in sales will lead your sales team to comprehensive sales optimization. Your sales productivity will increase and your sales forecasts will be more accurate. This will result in long-term customer satisfaction and strong customer loyalty. At the same time, the Miller Heiman Blue Sheet has proven its worth as an excellent sales controlling tool.

Would you like to find out how you can also develop your sales projects more efficiently? Then telephone us.