Insight
Sales in the industrial and engineering sector is most often project-based. It involves long decision-making cycles, multiple stakeholders on the client side, and complex technical, commercial, and operational negotiations.
In many organisations, sales engineers and salespeople possess very strong product competencies; however, conversations with clients focus primarily on the technical specification of the solution. Much less often do they include a diagnosis of the client's business problem, mapping of the decision-making process, and relationship management with multiple stakeholders.
An additional challenge is that in long sales cycles, projects often remain in the pipeline for many months without clear qualification, without genuine control over the client's decision stage, and without a consistent forecasting model.
As a result, organizations struggle to assess which sales opportunities are real and which merely burden the pipeline and distort the picture of future results.
Business Consequence
Industrial companies lose control over the project pipeline, and sales forecasting remains difficult and prone to significant error.
A lack of full understanding of the buying committee and the actual decision criteria on the client's side extends the sales cycle and reduces the effectiveness of commercial activities. Additionally, technical advantages that should strengthen the company's negotiating position are not always translated into the language of business value.
As a result, organizations commit resources to projects with a low probability of closing, and some processes end in the loss of a contract despite the high quality of the technical solution.
Our Approach
We help industrial organizations build sales processes tailored to the realities of project sales and complex procurement processes.
The foundation of our projects is the Sandler Selling System, which provides sales engineers and salespeople with a framework for conducting conversations with multiple stakeholders on the client side -- from technical specialists to business decision-makers. The PAIN -- BUDGET -- DECISION model enables effective project qualification at an early stage of the sales process, while the Sandler pipeline management methodology allows managers to produce realistic forecasts of project sales results.
Our projects include:
- Pipeline standardisation based on the Sandler methodology
- Mapping buying committees and decision-making processes
- Developing the sales competencies of sales engineers
- Implementing project sales management standards
Team
Head: Arek Kaczmarek
Consultants: Mariusz Rachlewicz, Dorota Kot, Rafal Lipka, Mariusz Lysy, Joanna Okragly
