Do your sales stand still? Salespeople don’t hit targets? Sales opportunities are passing you by? Let’s take a look at why this is happening.
As part of sales consulting, we’ll analyze the sales process and diagnose errors within it, conduct mystery shopping tests and, based on the conclusions drawn, suggest to your salespeople what they can do to sell more effectively. In addition, we’ll organize your CRM and sales analytics, so that no lead will be lost in the process again, and you will gain control over what your sales team does.
If you want your sales forecasts to become more accurate, it’s essential to build the right database for your analysis. This function is fulfilled by the CRM system. Only with its use, forecasting, planning and optimizing the repetitive B2B sales process becomes feasible. In this way, you can control the pace of sales growth by planning future events based on historical data.
If you don’t have a CRM system yet, we’ll help you choose the tool that best meets the needs of your sales team. If you already use CRM, we will check the correctness of the configuration and suggest how to get even more out of this tool.
We’ll analyze your sales offer for errors that may cost you the loss of sales opportunities. We’ll indicate effective ways to present services and products, compare your offer with the competition, and then recommend what you should do to emphasize the unique distinguishing features of your company so that the potential customer has no doubts about which services he should use.
A well-structured sales offer helps to increase sales, stand out from the competition and lead to deal closure faster. It is a showcase of your company – give it due attention.
Developing an effective pricing strategy is not an easy task. If you feel that you are in the dark in this area: quotes do not always translate into the real value of the project, you have a hard time competing with the price list of other companies in the industry, and the biggest discounts, instead of the reaching most valuable contractors, go to those who shout the loudest – you’ve come to the right place.
We’ll make sure that your pricing policy becomes specific, based strictly on data and understandable for both salespeople and customers. We’ll prepare an adequate price list to support your business goals.
A properly organized, repeatable B2B sales process will allow you to systematize the work of your sales team and increase your company’s financial results. Based on the data about your customers, the specifics of the industry, the size of the team and the customer’s path of purchase, we’ll develop an effective process from the first contact with the customer to signing the contract.
Already have a sales process? The sales process audit will allow you to find and improve its weaknesses. As part of the audit of the sales process, we’ll look at its individual stages and the activities undertaken as part of each of them. Ultimately, we’ll recommend changes that will help your salespeople sell more.
The purpose of the mystery shopping test is to verify how the sales process in your company and the actions taken by individual salespeople look in practice. During the mystery shopping test, we will check i.a. inquiry reaction time, method of conducting a conversation or the number and form of questions asked by the sales representative.
As a result, you’ll learn whether the sales offer you present meets the customer’s expectations and which employees need more support.
We’ll help you create a B2B sales strategy, which is a solid basis for the growth of your business. Based on historical sales results in your company, research and knowledge of the industry as well as good sales practices, we’ll develop an action plan for the sales team and define overall strategic goals that will contribute to increasing sales.
The implementation of a well-thought-out sales strategy in the company will translate into an increase in the number of leads, the number of won sales opportunities and the average transaction value.
How sales are managed in your company has the greatest impact on your bottom line. Together, we’ll define sales goals and establish an action plan to achieve them. We’ll also work on implementing and maintaining good practices in the sales team. We’ll assess the team’s competences and help you make decisions about their growth or reduction.
Thanks to the cooperation with Casbeg, you’ll see for yourself how effective B2B sales management directly translates into the condition of the company’s bank account.
We’ll develop a competence map of your sales department employees, find the missing links and work together to develop the target team structure. We’ll support you in the recruitment process, starting from drafting an ad that will attract the best candidates, through interviewing and verification of skills, to indicating which of the recruited people will be the best choice for your team.
All this in record time: even 2x shorter than in the case of a headhunting agency.
We’ll help you adjust the commission model to the company’s current sales strategy, regardless of whether you are at the stage of developing a new business or maximizing profits from ongoing cooperation. We know that the most common cause of commission systems ineffectiveness is their complexity – we make sure that the systems are simple, transparent and fair.
International sales allow you to use the potential of new markets and give you the opportunity to further scale your business. We’ll help you open up to foreign countries – determine the best direction, prepare marketing and sales materials targeted at a given country, and indicate the best channels and ways to reach customers.
Do you want such results in your business as well?
Schedule a callSales consulting is a complex issue. As part of this service, apart from the obvious areas, such as the sales process, sales offer or sales techniques, we’ll also look at the competences of your team, sales analytics and the CRM system you use.
If you don’t use CRM in your company yet, we’ll help you choose the right system, configure it, outline the stages of sales funnels, discuss good practices in running CRM and show you what data and how to analyze it in order to draw accurate conclusions and make strategic decisions successfully, i.a. in the area of recruitment, training, and sales plan.
Creating B2B sales goals without proper analytics in the company may result in making the wrong decisions, both financial and personal. How do you create sales plans for salespeople for the next period when you don’t know what and why has happened in the previous one? Lack of accurate analytics can prevent you from reacting in a timely manner to situations that you were not aware of.
Finding out what determines success, whether the B2B sales cycle is too long, how to predict a bad month or identify priority leads – all that requires analytics. Fortunately, there are proven methods for increasing the repeatability of transactions, forecasting them, and measuring the sales cycle that you can implement in your business.
At Casbeg, we support B2B companies in sales, through consulting, choosing proven tools and techniques. We approach each customer individually.
We help companies that sell in the B2B model in increasing their income through professional advice and consulting, using the latest sales and management methods.
At the beginning of our cooperation, we’ll look at the existing situation. Based on archival sales data and the results of the mystery shopper test, we’ll find the weaknesses of your current activities and plan to eliminate them together. We’ll also share good practices with your sales team, and if necessary, support the recruitment of new salespeople or Sales Managers.
We’ll analyze, i.a. profitability, revenues, returns on investment and effectiveness of individual channels with which you have acquired customers so far and recommend new ones. We’ll develop an effective action plan and help in its implementation. We’ll monitor the effects of changes and constantly support you in improving your sales strategy – after all, you can always reach for even more.
We conduct two types of mystery shopping tests. One of them is a test business conversation, during which the consultant plays the role of a real customer of the company, talking to a salesperson who is aware of the situation.
The second type is the actual mystery shopper test. In this case, the salesperson doesn't know they will be tested. At the beginning, we take all steps to authenticate the fictitious company under whose name we’ll send an inquiry to the sales department: we care for visibility in social media, create a website, email addresses in the domain, etc. Then we send the inquiry via the website: we check who answered it, how fast the reaction time was and what happened next. The next stage is a business conversation, and then – what follows it. We check whether the salesperson has sent a follow up with a summary of the conversation, what materials they have added, whether they are communicating the agreed date, etc. As a result, we get a clear picture of the sales process in a given company. On its basis, we can discuss the conclusions in a larger group, with the participation of the tested salesperson and the manager of the sales department or the CEO. We make sure that such a summary takes place in a professional atmosphere conducive to the implementation of improvements.
We also often conduct mystery shopping tests with our clients' competitors, which allows us to draw conclusions about what constitutes an advantage for the client and what areas still need improvement.
The main question that interests us is what you measure in sales – and whether you do it at all. We’ll certainly ask what tools you use: do you store data in CRM, Excel, and maybe somewhere else? If your sales department does not use CRM, we’ll recommend its implementation and help you choose the right system. We’ll help you configure the selected tool – sales funnels, stages within funnels, reasons for loss of sales opportunities, necessary integrations, etc.
In the context of sales analytics, we’ll also indicate what is worth measuring in daily, weekly and monthly cycles.
Our consultants come from sales departments – they have often performed managerial functions in them. At the same time, nothing proves our effectiveness as well as the opinions of satisfied customers and case studies of cooperation.