1. Understanding your company's ongoing strategy and organization with one-on-one interviews with top managers.
2. Illustrating your company's current B2B sales organization, system and team with one-on-one interviews with upper-middle sales managers, identifying strengths and areas that are open to development.3
3. Submitting 3 to 5 working proposals in order to strengthen the aspects of your company's corporate sales and marketing system that are open to improvement. Implementation of 3 selected proposals as half-day studies with the participation of appropriate people.
Examples of work proposals are listed below:
• Potential customer targeting assessment
• Identifying new potential customers
• Contacting new potential customers
• Evaluation of customer-seller matching
• New customer-seller matching
• Evaluation of the corporate sales team's incentive system
• Designing the new incentive system
• 2 sessions mentoring with sales manager
• Evaluation of corporate sales organization
• Designing the new corporate sales organization
• Evaluation of customer relationship management (CRM)/ sales tracking system
• Designing a new customer relationship management/sales tracking system
• Evaluation of key account management system
• Designing a new key account management system
• Evaluation of channel structure
• Improving the current channel structure
• Designing a new channel structure
• Evaluation of big project/tender tracking system
• Designing a new big project/tender tracking system
• Evaluation of pipe-line management system
• Designing a new pipe-line management system
• “Strategic breaking point” for B2B sales
• Managing the main risk factor for B2B sales
• Stress test
• Competitor Analysis
4. Presenting 3 recommendations and 3 project proposals as a result of Increasing Sales in B2B Companies with Agile Methodology Service Pack
