A clear and well-structured Go-to-Market strategy is critical to optimize product visibility, enhance interest, and increase sales. The intelligent use of digital technologies and increasing servitization unlocks potentials and boosts customer satisfaction.
In this area, I implement operationally feasible solutions, both at national level and crossborder.
Sales and marketing in B2B are very different from B2C. Developing a clear message that resonates with a diverse B2B audience is challenging. “Content” is specialized technical with increasingly digitized support processes and e-business. rely on referrals, relationships, word of mouth, qualified distributors, direct sales, and trade shows.
Market data is often not publicly available or insufficiently detailed. Segmentation approaches tend toward “one to one” with high value-added “custom” solutions, optimized with respect to application processes and related “pain points.”
Personal relationships with various decision makers’ count: executives, entrepreneurs, investors, technical experts, production and product managers. Sales arguments are rational and technical: “return on investment” (ROI), “total cost of ownership” (TCO), efficiency (KPI), “global carbon footprint” (GCF), “industry 4.0/5.0”.
I give support to your employees. I work with them in operationally in planning and implementation, whether it is to strengthen what is already there, remove any obstacles or create new processes.
During the search for a BU sales manager, marketing and service were reorganized, processes were digitalized, and internal sales / order processing was linked to custom assembly with significant productivity and process improvements.
