Sales & Commercial Transformation for Industrial B2B Companies
Sales & Project Management
Project Sales Mastery (PSM) supports industrial companies in strategically steering sales and project-driven business and improving performance in measurable ways. The consulting focus is on analysis, structuring, and execution to streamline processes, accelerate market access, and deliver measurable sales results.
Consulting Services – Sales & Project Management
PSM improves the effectiveness and economic performance of sales and project-driven business in industrial companies.
Clear priorities, structured processes, and transparent KPIs ensure focused use of resources and stronger market opportunities.
PSM defines the target architecture and governance logic. Operational execution is carried out by internal teams and specialized partners.
Impact is reviewed regularly, and measures are jointly adjusted when needed to stay aligned with defined objectives.
Strategic Sales
PSM helps sales teams identify, qualify and pursue real sales opportunities with greater focus. The MEDDIC logic creates clarity around business value, the decision path and the buying center. Clean data and automated processes improve pipeline reliability, accelerate quotation processes and reduce administrative workload in sales.
Key Account Management & Cross- Upselling Concepts
Practical Example: Implementation of cross-divisional cross-sales initiatives (food & non-food) and systematic account development plans.
Result: +150% revenue increase with strategic key accounts
Market and competitive analyses with clear action plans
Practical Example: Establishment of structured market intelligence and due diligence audits for proactive development of saturated and dynamic B2B markets.
Result: New customer acquisition in the double-digit million EUR range with cell manufacturers (PV) as well as acquisition of international market leaders (e.g., Kyocera, Tata).
Go-to-Market concepts
Practical Example: Development and implementation of targeted business development plans for high-potential B2B markets (including North America, India, SEA).
Result: +200% revenue growth within 3 years from €5M to €15M.
Internationalization & partner strategies
Practical Example: Acquisition, selection, and management of international sales partners as well as expanding into new regions (including EMEA, MENA, North America, Japan, and India).
Result: Successful pipeline expansion by several million EUR in Southeast Europe and over 200% target achievement when taking over new country regions.
Complementary partner service
Hands-on support for market entry or exit in India – from partner search and site selection to business setup or exit strategies.
Sales Excellence
High win rates and healthy margins come from clear priorities, reliable data and streamlined processes. Proven solutions for data quality, automation and modern sales support ensure faster proposals, more predictable pipeline management and more value-creating time for sales teams.
KPI systems & dashboards
Practical Example: Conception and roll-out of global steering systems and automated Power BI dashboards for data-driven performance management.
Result: Establishment of valid management metrics for >€50M in revenue responsibility to proactively secure the pipeline.
Pipeline and opportunity management
Practical Example: Systematic deal monitoring and integration of structured partner evaluations to eliminate bottlenecks.
Result: Regular overperformance of sales targets (>110% to >200%) across various industrial sectors.
Incentive systems & Sales Enablement
Practical Example: Targeted coaching, partner training, and collaborative formats to qualify underperforming business units.
Result: Increased partner effectiveness and sustainable new customer acquisition in historical underperforming regions (EMEA).
Optimization of pricing processes
Practical Example: Introduction of value-based selling and pricing standards to move beyond pure price competition.
Result: Measurable margin and profitability increase of +25% in B2B project business.
Project Management & Sales
In international sales, complex projects with multiple stakeholders and risks are the norm. Winners in this area master the ability to manage projects in a structured way, identify deviations early, and continuously optimize processes. Regular reviews of the status quo ensure that strategic goals are achieved even in dynamic markets.
International sales projects
Practical Example: Establishment of disciplinary and matrix leadership for international teams, along with managing complex multi-million euro projects (mechanical engineering, medical technology, renewable energies).
Result: Successful negotiation and execution of major projects in the double-digit million range.
Risk and stakeholder analyses
Practical Example: Risk mitigation and targeted receivables management in complex B2B environments.
Result: >400% target achievement in reducing and enforcing long-standing receivables in international business.
Post-Merger Integration
Practical Example: Leadership and reorganization within post-merger integration processes to secure operational synergies.
Result: Successful integration of organizations involving 30 stakeholders and a 10-member core team within the defined integration period.
Digital & AI-driven tools
Practical Example: Hands-on implementation of generative AI tools (ChatGPT, Copilot, Gemini) and CRM workflows (SAP C4C) to automate sales processes.
Result: 20% time savings on routine tasks and improved data quality in sales forecasting.
Complementary partner service: Practical implementation of AI solutions
We analyze your sales and project processes and identify suitable digital and AI-based solution approaches. Where there is a concrete need, we connect you with specialized technology partners who take responsibility for implementation and execution.
The objective is to improve process support in sales, for example in lead capture, territory and visit planning, as well as offer and pipeline management.
snapAddy for digital lead management
Showpad combines industry-leading training and coaching software with innovative content solutions
portatour for planning and optimization of field sales activities
powercall as a CRM solution for freelancers and teams with a focus on outbound calling
With customized software, FastRocket connects your systems, automates processes using AI, and digitizes manual workflows.
