KRAEMER Sales Excellence Consulting GmbH

Are your sales teams protecting your profits and pushing for new launches? If you are facing challenges such as: •High frequency of significant discounts •High deviation in performance among the sales force •Low commitment to selling the new generation of products KRAEMER can help you to align your sales force incentives with your company goals to leverage your turnover and profit! Follow KRAEMER Sales Excellence Consulting GmbH #kraemerseconsulting #salesincentives #motivation

Do you have enough opportunities to achieve your sales targets? If you are facing challenges such as: •Unreliable sales forecasts and target-setting •Inexistent customer buying probability tracking •No clear guidance regarding which deals to focus on KRAEMER can help you bring more predictability and a higher sales win rate to leverage your turnover and profit! Follow KRAEMER Sales Excellence Consulting GmbH #kraemerseconsulting #salesfunnel #salesforecast

Are your sales teams overloaded and your profitability is not increasing? If you are facing challenges such as: •Unsharp view of the most promising and reliable customers •Foggy rules: time and budget - investment per customer •Territories with different potential but same cost to serve KRAEMER can help you differentiate your customer approach to leverage your turnover and profit! Follow KRAEMER Sales Excellence Consulting GmbH #kraemerseconsulting #customersegmentation #resourcemanagement

Are your sales teams constantly under pressure to lower prices? If you are facing challenges such as: •Discounts are given without clear reason •Discounts are given without compensation by fewer services or benefits •Pricing not considering the customer value KRAEMER can help you to stop profit leakage and leverage your turnover and profit! Follow KRAEMER Sales Excellence Consulting GmbH #kraemerseconsulting #pricing #sales 

A head of sales once said: “I cannot give the same price to every customer!” Correct, and you really shouldn’t do that in most Business-to-Business situations. Treating your customers with a similar pricing approach is usually inefficient and can lead to one of these 2 outcomes: A) Underpricing your products and decreasing your profitability. B) Overpricing your products and reducing your turnover potential or even losing customers. That is why price adaptation to your customer's potential is vital to leveraging your sales performance. Naturally, this cannot work without a clear and fair logic. If a customer asks you why the other one is getting higher discounts, you need to be able to answer: “You can also have the same discounts if you do X, Y and Z.“ Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #pricing #customervalue

Forget brochures – sales teams need a simple framework that allows them to understand the customer’s situation before presenting the advantages of your solution. If you observe successful salespeople, you will notice that they always sell in a certain pattern. They see a product feature, think about the advantages it may have, and then consider what type of customer it might be of use to. Finally, they ask an open-ended question to find out or confirm if that benefit is really valuable to those customers. Very simple and obvious, isn’t it? Then why don’t we share all of this information in a simple and structured way with all salespeople before they reach the first customer? If you provide this framework to your salespeople and train them to use it, you will experience a great, positive surprise: You will reach peak sales sooner than expected. Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #valueselling #customerexperience

If you assign a wrong priority to valuable customers, you then open the door for your competitors to take them away from you. The crucial point is to find out who your most valuable customers really are.   Customer value is equal to how much Potential Profit this customer can generate for you. Yes, profit! Turnover is not a good measure when customers have different costs to serve and are granted different discount levels. Notice the word “potential”. Past and present numbers aren’t always good indicators for the future, particularly so in dynamic markets, in which customer behavior is subject to constant change and customer consolidation is on an increasing trend.   The second measure that should be taken into account is how much of this potential your customer is willing to pass on to you. This is also known as Share of Wallet (SoW). Usually, the greater the SoW, the lower the cost to serve in the percentage of the turnover. It especially happens when the SoW was gradually achieved, based on mutual trust, positive customer experience, and the customer learning process concerning your company and products. Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #customersegmentation #customeranalytics

Do not underestimate how hard it is to sell new products. Customers are not used to them, often they are very satisfied with the old ones, and on top, they know that the new product will cost more. That is why sales teams tend to go for the older generation of products. Why wouldn’t they? It’s the path of least resistance. Unfortunately, the current products are usually less profitable and of less long-term strategic importance as there are more and more similar products on the market.   Remember, you are leaving a lot of money on the table and you are jeopardizing the future of your business, not to mention the significant loss of profitability if you take too long to reach peak sales of your newly launched products.   Therefore, a relevant factor of the target system must be focused on the newly launched products. This motivation will create the right awareness among the sales teams and drive them to ensure a better future for your company. Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #salesincentives #productmanagement

How many systems should your sales teams use to serve your customers? If you answer the question with more than one system, you will miss the opportunity to provide a clear customer view to your sales teams, waste a significant amount of their time, and ultimately provide a suboptimal experience to your customers. Additionally, your customers are active on social media. News about them, their industry, and their market is often posted online. All of this should also be part of the 360° view of your customer in CRM. With a maximum of three clicks on a mobile device, your sales representatives should be able to get an overview of the most important internal and external factors affecting their customers. Free up your sales teams’ time by giving them quick access to all the information they need so they can focus on what matters most, their customers! Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #crm #digitalization

Your salespeople usually have a good sense of their customers’ likelihood to buy. Especially if they have customers in the same sales phase, for example in the final negotiation phase. As soon as they have customers in different sales phases, for example, one in the solution development phase and the other in the objections phase, the accuracy of the salesperson’s gut feeling decreases significantly.   The situation becomes even more difficult when the sales support teams (e.g. back office, development, and technical department) have to prioritize their work according to the requests of the different sales reps. Each salesperson will try to get as many resources as possible to their customers. But is this common situation really what maximizes the sales win rate for the entire company?   The answer is clearly no! If there is not a well-designed sales funnel that analyzes the buying probability from customers across sales reps and sales phases, the sales reps themselves, and more importantly the supporting teams, will be very inefficient. It’s incredible how much you can increase your sales win rate when you implement buying probability tracking in the sales funnel. Get solutions from KRAEMER Sales Excellence Consulting GmbH In the comments, you will find more information on this topic as well as the German and Italian versions of this post. #commercialexcellence #salesfunnel #salesanalytics