The successful redesign of sales organizations begins with the intelligent clustering of existing customer potential.
Customer qualification, the segmentation of customers, is based on a wide variety of factors such as turnover, revenue, product and service as well as the type and cost of support or is simply implemented according to targeted investment areas in which the respective company would like to generate revenue in the future.
One of the main objectives of customer qualification is to ideally fully exploit the customer’s purchasing power potential; to put it more simply: customer development.
The customer segments classified as part of customer qualification can be divided into the categories of key account, development and pool in the context of sales consulting.
In the key account area, the aim is to maintain sales by increasing customer loyalty, while the development area has the clear objective of better utilizing the customer’s purchasing power in the future.
With over 20 years of experience in the operational IT business (distribution and production), rbt:Consulting provides its customers with a high level of expertise in the area of sales mechanisms (B2B and B2C).
The choice between direct and indirect distribution is so complex today because sales processes themselves are becoming increasingly complicated. Simple “mainstream models” are a thing of the past and today quickly lead to a dead end. Hybrid cross-selling methods, on the other hand, create a strong competitive situation and excellent benchmarking.
However, if the laws, opportunities and risks of such complex systems are not carefully considered in the context of sales consulting, cardinal errors can prevent business success.
As part of sales consulting, rbt:Consulting examines the opportunities and risks of sales systems. The profound market expertise and visionary view of our consultants is of particular importance here. Furthermore, rbt:Consulting helps with the necessary networking within the distribution industry. We establish contacts and support clients in the implementation of the chosen distribution model.
These are precisely the success parameters for a long-term customer base in the context of sales consulting. The partner program has the task of creating real added value without jeopardizing the company’s own revenue calculation.
Advantages of the partner strategy:
The employees of rbt:Consulting are experienced in sales consulting and in setting up operational partner programs. These have already been very successfully established in the market. Exactly this practical experience is what the consultants at rbt:Consulting pass on to their clients. In addition to planning, they oversee the marketing and sales development of the programs and are therefore responsible for the results.
