Sales consulting

Are your sales standing still? Your salespeople not hitting the targets? Sales opportunities 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 the 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.

See the sales consulting case studies

CRM analysis and optimization

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. Forecasting, planning, and optimizing the repetitive B2B sales process becomes feasible by using CRM. 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 configuration and suggest how to get even more out of the tool.

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Sales offer audit

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 doubt about which services they 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.

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Creating a pricing policy

Developing an effective pricing strategy isn’t easy. If you feel that your quotes do not always translate into the real value of the project, or have a hard time competing with the price list of other companies in the industry – 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.

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Creation and optimization of the B2B sales process

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 your customer data, 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 sales process audit, we’ll look at its individual stages and the activities undertaken for each of them. Ultimately, we’ll recommend changes that will help your salespeople sell more.

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Mystery shopping test

doradztwo dla firm b2b konsulting casbeg

The purpose of the mystery shopping test is to verify how your company’s sales process and the actions taken by individual salespeople look in practice. During the mystery shopping test, we will check inquiry reaction time, the 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.

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B2B sales strategy

We’ll help you create a B2B sales strategy, which can be the foundation for your company’s growth. 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 the 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.

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B2B sales management

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 skills and help you make decisions about their growth or reduction.

Thanks to the cooperation with Casbeg, you’ll see how effective B2B sales management directly translates into the condition of the company’s bank account.

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Building sales teams

We’ll develop a skills map of the employees in your sales department, 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 with a headhunting agency.

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Commission models for salespeople

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 system’s ineffectiveness is their complexity – we make sure that the systems are simple, transparent and fair.

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Foreign expansion

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.

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Testimonials

The measurable results of our clients provide us with the greatest satisfaction.

Casbeg helped me define points that need improvement in my company – our cooperation helped me organize the work of the sales department. Together, we have developed sales processes in such a way that the salesteam work better and the company operates more efficiently.

Szymon WiechrzyckiPoltent

Thanks to cooperation with Casbeg, we have regained control over the sales process by monitoring the results and properly analyzing the activities. We not only noticed the mistakes we made, but also developed a new model of commercial conversation and created marketing campaigns tailored to our customer’s profile.

Konrad TraczykHash FM

Casbeg helps us find bottlenecks and new potentials in Dealavo’s ways of growing revenue. From the very first part of the customer acquisition process, through reviewing sales conversations, sales deck, e-mail copies to optimizing sales processes and suggestions on which parts we should focus more. Discussions about the most challenging aspects of acquiring clients helped us organize our sales efforts.

Jakub KotDealavo

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CASE STUDIES

Want to read more about our work?

730% transactions increase in 3D printing industry – Cubic Inch case study

Cubic Inch deals with professional 3D printing and 3D scanning for companies. Their main customer groups...

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The increase in revenues and number of transactions in Milano-eQ

The 10 months of Casbeg's cooperation with Milano-eQ led to 20-fold increase in the number of transactions in the shop – primarily due to the use of channels such as Google Ads and Ceneo as well as reducing the number of abandoned carts.

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The new Head of Sales increased the company’s revenues by 64%. Shopsys case study

Shopsys is a Czech software house located in Ostrava. It creates online stores for the biggest B2B & B2C sellers. During the cooperation, Shopsys’ revenues increased by 64%.

Read the case study

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Sales consulting – why is it worth your while?

Sales consulting is a complex issue. As part of this service, apart from the obvious areas, such as the sales process, sales offers, or sales techniques, we’ll also look at the skills 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 how to analyze the data in order to draw accurate conclusions and make strategic decisions successfully, such as. 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 has happened in the previously and why? The lack of accurate analytics can prevent you from reacting in a timely manner to situations that you were unaware 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 require 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, and choosing proven tools and techniques. We approach each customer individually.

We help companies that sell in the B2B model increase their income through professional advice and consulting, using the latest sales and management methods.

Frequently Asked Questions

How do you help increase B2B sales?

At the beginning of our cooperation, we’ll look at the existing situation. Based on archival sales data and the results of the mystery shopping 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.

How will you increase sales in my e-Commerce?

We’ll analyze, among other things, profitability, revenues, returns on investment, and the effectiveness of individual channels where 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 the changes and constantly support you in improving your sales strategy – after all, you can always reach for even more.

What does the mystery shopping test look like?

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 maintain 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 we check whether the salesperson sent a follow-up with a summary of the conversation, what materials they 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. Using this information, 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 also often conduct mystery shopping tests with our client’s competitors, which allows us to draw conclusions about what constitutes an advantage for the client and what areas still need improvement.

What does sales analytics look like? What do you pay attention to?

What interests us the most 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.

How am I supposed to know if you’re knowledgeable about sales?

Our consultants come from sales departments and have on average 10 years of professional experience and a proven track record – they have often performed managerial functions. At the same time, nothing proves our effectiveness as well as the opinions of our satisfied customers and case studies.