Prepare your Sales Organziation for the digital Age.

Cost pressures: Increasing cost pressures and an uncertain macroeconomic environment demand increased digitization and efficiency gains. Data and analytics are becoming central to making informed decisions and optimizing sales strategies.

Next Generation: The new generation of buyers, often under the age of 40, is demonstrating a shift in buying behavior shaped by platforms like LinkedIn & TikTok and the convenience of Amazon & Netflix. They expect seamless experiences and intuitive, personalized service, making traditional sales models based on face-to-face interactions less relevant.

Skills shortage: Exacerbating the situation is a skills shortage in sales, exacerbated by the impending retirement of experienced baby boomers. To close this knowledge gap, it is critical to move to a scalable, process-driven sales model. This will reduce reliance on individual top performers and enable less experienced reps to succeed.

In a world where departments often work in isolation and opportunities go untapped, it is critical that companies rethink their internal structures. Marketing, sales, and customer service need to work more closely together to ensure growth and focus on customer needs. The goal is to break down silos and create a unified customer journey that increases both customer satisfaction and efficiency. And the megatrend of revenue operations (RevOps) is making this vision possible.

RevOps integrates marketing, sales, and customer service into a unified operating model based on data-driven decisions. This close collaboration orchestrates the entire customer lifecycle, streamlines internal processes, and makes the most of every stage of the customer journey. The result is a seamless, customer-centric operating model that can significantly increase revenue.

The classic sales funnel has lost its relevance in B2B sales because it only shows the path to closing the sale and neglects the potential of the customer relationship after the purchase. In modern B2B sales, the Land & Expand principle is used to develop customers over the long term. The Bowtie model (by WinningbyDesign) replaces the traditional funnel by integrating the entire customer lifecycle - from initial contact to long-term development.

• Marketing: On the left side, the focus is on marketing, which includes awareness and education to attract and qualify potential customers.

• Sales: Sales takes over in the Selection and Commitment phase, which includes "classic" sales activities and closing the deal.

• Account management: After the contract is signed, the customer moves to the right-hand side, where account management and customer service accompany the on-boarding, retention and expansion phases. Customer service, supported by digital solutions such as self-service platforms and apps, plays an important role.

We help B2B companies to successfully implement sales transformation and support them on their way to the megatrend Revenue Operations (RevOps). We combine strategic expertise with technology solutions to optimize your sales processes and realize your full market potential. This includes the following services

• Go-To-Market Strategy: We develop a customized go-to-market strategy that effectively addresses your target markets and enables growth.

• Demand Generation: We ensure that your brand generates targeted demand from relevant target customers. Everything from branding to account-based marketing.

• Lead Generation: We implement lead generation activities to drive qualified leads into your funnel. We optimize lead management and qualification processes.

• Process Consulting: We optimize your internal sales and marketing processes to increase efficiency and improve your bottom line.

• CRM Optimization: We customize your CRM system to best support your transformation and future needs. If desired, we can work with your existing partners.

We are agnostic in our strategy and process consulting, recommending the best solution for your business regardless of technology. We help you evaluate tools and provide implementation expertise as a partner for selected tools. We are implementation experts for the following tools

• Salesforce: As a Salesforce partner, we use this CRM platform to automate complex sales processes and seamlessly integrate marketing, sales, and customer service - we call it Customer360.

• HubSpot: As a HubSpot partner, we offer a CRM and marketing automation solution that optimizes lead generation and ensures consistent communication.

• Dealfront: As a Dealfront partner, we use this market and competitive analysis tool to make informed decisions about your go-to-market strategy.

• Reply.io: As a Reply.io partner, we automate outreach campaigns to create efficient and personalized sales processes with higher conversion rates.

• LinkedIn Sales Navigator: As a Reply.io partner, we use this tool to precisely identify and target customers, ensuring deeper insights and optimized outreach.

ALPLA is one of the world's leading suppliers of packaging solutions. Originally strong in customized packaging for large customers, ALPLA is now pursuing a strategy of penetrating new business segments. This expansion requires a comprehensive transformation to move from a large customer sales approach to a more flexible model. We helped ALPLA implement an Account Based Marketing (ABM) strategy for the Tier3 segment to effectively position new products in the market. Highlights of the sales transformation project

• ICP development: We developed an Ideal Customer Profile (ICP) to target the right companies and decision makers, which formed the basis of the ABM strategy.

• Outreach: We implemented a targeted outreach strategy to effectively reach relevant decision makers and generate interest in new products.

• Lead management process consulting: We restructured the lead management process to ensure that leads were efficiently transferred to sales and acted upon.

• CRM requirements engineering: We defined the requirements for the CRM system to seamlessly integrate the ABM strategy and enable data-driven sales management.

In the face of economic challenges such as recession, declining number of orders and increasing pressure to go digital, one thing is clear: the party is over. In our OMR Masterclass 2024, our founder Matteo Ender and partner Manuel Kuhn present the B2B Marketing & Sales Playbook - a strategic guide with seven success factors that are crucial for your business success.

From account-based marketing to social selling and digital self-service platforms: Learn from best practices and real-world use cases how to optimize your customer journey and drive sustainable revenue. A must-watch for B2B decision makers and marketing professionals.