Our competences

Our competences

Our core competence is in the implementation of professional marketing and sales services. Our holistic approach includes sourcing, consulting & training and tools. We are your direct contact person and partner with solutions available for you from one hand.

Data Profiling

Well-maintained data are the decisive basis for successful sales, but addresses, contacts and organisational structures are constantly changing. Poor quality address data or a lack of business information not only results in high costs, but impacts negatively on customer relations or causes you to miss out on strategic opportunities. For example, outdated addresses or addresses listed twice can result in mailshots not being received by the right decision maker and can cause your campaigns to fail.

That is why upstream data profiling is the key to keeping pace with the market and ensuring efficient marketing and sales communications. Only if addresses are well-maintained and up-to-date can your sales activities yield maximum success. The key to efficient communication by your company is professional data profiling, and that is where we come in. Our data profiling skills range from collating the data via maintenance/updating to enriching it with additional characteristics.

Our services

  • Data analysis / data evaluation
  • Identification and removal of duplicate entries
  • Profiling/ updating of existing data
  • Integration of new customer data
  • Mapping / Visualisation of company structures
  • Generation of economically relevant data
  • Identification of the right decision maker for your products / services
  • Processing of customer data, either directly in your system of via regular imports of the acquired information into your data structure

The benefits for you

  • Qualitative and quantitative optimisation of your customer database: your sales activities become more efficient and effective
  • Your sales staff can focus on "hunting" while administrative research tasks are outsourced
  • Increase in sales success through target group specific marketing: optimisation of your appeal to decision makers and reduction in wasted advertising
  • Improved organisation and precise budgeting for your campaigns

Event Recruiting

Whether it be a trade fair, business breakfast, promotion, roadshow, in-house fair or a seminar, an event will only be successful for your company if you reach the right target customers and contacts in the right numbers. Approaching these target customers professionally and in good time in the run up to your event plays an important part in this. Only in this way can you generate sufficient binding registrations for your event, provide participants or guests with the optimum preparation for the relevant topics and lectures and create a suitable level of anticipation.

In addition to a qualified approach to the relevant target group, we ensure the optimum organisational process and take responsibility for contact with interested parties over the telephone, via chat or e-mail or via the traditional postal route. We maintain contact with your existing customers and open doors for potential new customers.

Our services

  • Selection of potential target customers for your event
  • Profiling/ updating of the data
  • Profiling of relevant participants
  • Mail-call or call-mail-call campaigns
  • Targeted invitation of relevant decision makers to trade fairs or events
  • Product promotion / presentation
  • Positioning of your brand on the market
  • Support in registering customers for events
  • Event follow-up work

The benefits for you

  • A successful event which enables you to generate many starting points for increasing sales and closing first deals
  • Optimal capacity utilisation for your trade fairs and events
  • Well-informed decision makers and interested parties
  • Important new contacts in your database
  • Increased familiarity with your brand
  • Acquisition of market share

Digital Marketing

The market trend for supporting lead generation (customer acquisition) through social media presents new opportunities for approaching your customers in an individualised and innovative way. Control your internet presence!

Potential buyers can easily find all product information and reviews on social networks. Product comparisons are frequently accessed online. This can be a new obstacle standing between you and your potential customers – but it can also be a new opportunity. Why not collect and make good use of information about the behaviour, attitudes and interactions of potential customers?

Our services

  • Social Listening – the collation of online attitudes
  • Social Analytics – the analysis of attitudes and movements online
  • Social Intelligence – management of and advising on online behaviour
  • Social Selling – Lead generation via social media

The benefits for you

  • Digital marketing provides access to potential buyers who orient themselves in the market via the internet and social platforms
  • Opening up of a new marketing platform
  • Proximity to customers who are actively interested in buying
  • Control of your own web presence and online attitudes
  • Brand profiling
  • More transparency and information in respect of customer behaviours or the likelihood of buying of potential online customers
  • Approaches and marketing campaigns targeted to a specific target group

Inside Sales/Telesales

All the elements of our portfolio are combined in inside sales management, the holistic provision of sales care for your new and existing customers. From first contact with the customer via the central tasks of demand generation and nurturing right through to closing the deal, supplemented, according to your individual requirements, by data broking, event management, the drawing up of tenders and sales care of exiting customers.

As part of our sales care provision for your customers we take responsibility for improving turnover and exploit your customer potential for you. This includes all channels of communication between the customer and the company.

Our services

  • B2B sale of products, solutions and services covering the whole sales process including nurturing customers
  • The calculation, drawing up and negotiation of tenders right through to closing the deal
  • Responsibility for customers and turnover
  • Sales management and taxation
  • Key account management
  • Scheduling for field sales
  • Consultancy / process optimisation

The benefits for you

  • The full potential of existing and new customers is exploited for sales through the perfect synergy between the central customer contact points, namely Marketing, Sales and Service. That is to say, all customer-related business processes are coordinated and interconnected to create a coherent whole
  • Creation of a pipeline to defined customer segments through lead nurturing and demand generation
  • Reduction in your sales costs and greater flexibility in your sales resources
  • Fixed contacts on the Inside Sales team for your customers (one face to the customer)
  • Improved efficiency in your sales channels
  • Opening up of additional sales markets (regions / sectors)

Demand generation

Within the framework of demand generation we identify and develop areas where there is a need for your portfolio of products and services. At the heart of this is determining and developing needs. Using targeted questioning techniques, professional dialogue management and specialist expertise, we will enter into an active dialogue with the decision maker on your behalf, using all channels of communication, and will find out what his current situation is. The information that has been gathered then enables us to categorise the leads e.g. using BANT criteria: Budget, Authority, Need, Timeline.

Leads which have already reached an advanced stage are handed over to your sales staff or your sales partner according to agreed criteria and processes. Potential customers who, as yet, only represent a small likelihood of buying continue to be cared for by us and nurtured until such time as their need becomes definite.

Our services

  • Targeted lead and opportunity management
  • Hunting / farming
  • Lead classification based on agreed need criteria and buy signals
  • Professional approaches to customers:
  • through account-based dialogue marketing – long-term and continuous market penetration through potential-based account processing
  • through campaign-based dialogue marketing – targeted campaigns to quickly generate additional leads for your sales funnel
  • Complete transparency in your lead development through sales management in your or our bespoke lead management system

The benefits for you

  • Concentration of your sales resources on customers with a definite need and, as a result, concentration on activities which have a high likelihood of resulting in a deal
  • Creating a targeted demand for your product, a solution or a service in your specific target groups and markets
  • Optimisation of the level of familiarity in the target market leading to greater market penetration
  • Your Sales department can concentrate on closing the deal

Co-Marketing

By combining your skills and resources with those of your partners in order to exploit market potential you increase the sales opportunities for your products and solutions. This partner networks needs to be given optimum care, support and direction in order to deliver all the advantages it offers your company. From the acquisition and motivation of partners via the execution of campaigns through to accounting of the same, we provide you with every possible opportunity as part of our holistic outsourcing programme.

Development, execution, coordination: our subsidiary, SellAction, is at your service as a specialist with more than 20 years of experience to help you develop a successful co-marketing strategy.

Our services

  • Lead generation, consultancy, acquisition for your business partners
  • Partner account management: lead factory, lead progression, funnel management, use of marketing development funds
  • Identification, recruitment, management and nurturing of sales partners
  • Arranging events for your partners
  • EMEA-wide partner database with analysis, evaluation and selection capabilities

The benefits for you

  • Your partner's success is also your success: increased market penetration and presence, more deals closed. Co-marketing enables you to make optimum use of the potential of this sales channel and to improve its efficiency
  • Partner management and transparency in the partner's performance
  • Increased partner satisfaction thanks to intensive care
  • Increased commitment from your partners and measurement of partner loyalty
  • Long-term improvement in the partner's sales structure and database

After Sales

„As you complete one sale the next one is just starting.“ The businessman who knows what his customers think knows what factors will contribute to success in the future. We maintain contact with your customers and nurture them constantly so that they become successful revenue drivers.

In order to continue to nurture your customer, he is supervised continuously and professionally by us throughout the entire customer journey. Customer satisfaction, customer loyalty and customer activation remain the key issues.

Our services

  • Exploiting cross and upselling potential
  • Generating follow-up orders (e.g. licence updates, maintenance contracts, contract extensions)
  • Approaching inactive customers
  • Market research
  • Determining customer satisfaction levels (e.g. through surveys)
  • Contract management, order entry management and fulfilment
  • Complaints management
  • Spotting the signs that a customer is considering taking their custom elsewhere early or in time to prevent it
  • Preventing customers from taking their custom elsewhere by bringing in counter-measures
  • Winning back former customers

The benefits for you

  • Continuous development of your existing customer base whilst exploiting the full sales potential results in maximisation of turnover.
  • Increased turnover as a result of cross & upselling
  • Increased customer loyalty and avoidance of customers taking their business elsewhere
  • Competitive advantage as a result of our "ear to the market"
  • Increased customer satisfaction through customer care
  • Increase in profit and receipts/increase in market share

Nurturing (Developing leads)

The timing is not always right. Your sales contact may reach an interested party too soon or too late: perhaps a decision to buy will not be taken until the following business year or a sales process has just been completed. The aim of nurturing is to ensure perfect timing: approaching the right customer at the right time with the right information and supporting them in their decision to buy.

Nurturing means never missing the right time and ensuring, through sales accounting, that you are working actively towards the next decision to buy: developing customer potential, professional placement of your products and company over long periods until the sales opportunity can be exploited. A mixture of traditional and innovative channels such as e-mail and video are used to support individual approaches to customers.

Our services

  • Ongoing maintenance, enrichment and updating of customer data
  • Targeted approaches to decision makers
  • Regular contact with customers in order to identify when the next decision to buy may occur
  • Sales accountancy and lead management
  • Placement of your products, solutions and brand names in the target market at the right time
  • Supporting your customers through the individual stages of the decision making process

The benefits for you

  • You never miss out on your customer or potential customers making a decision to buy – your company's presence is felt at the right moment
  • Strategic development of leads and sales potential
  • Optimisation of the level of familiarity in the target market leading to greater market penetration
  • Your Sales department can concentrate on closing the deal
  • Efficient work – your sales campaigns never fall flat
  • Achieving high close rates through optimum placement of your company in the sales process
  • Customer loyalty, nurturing or winning back former customers