impulssum is a management consulting firm that combines a top-tier consulting approach with hands-on and pragmatic execution experience. We focus on increasing Gross Margin whilst becoming an integral part of our clients’ management teams. We operate both on C-level, to set strategic direction, as well as on ground level, to get things done. We are Gross Margin improvement experts. Our services cover Inisghts Dashboards, Digital Tools and Consulting projects. Expertise wise, we are Gross margin improvement experts, focussing on Sales effectiveness, Marketing effectiveness, Pricing and Procurement. Our impact centred approach allowed us to earn our fees back last year through year 1 EBITDA improvements with a factor of 10.9 and we are happy to maintain a 100% repeat-customer rate.
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Leads no longer fall into our laps. Those days are over. To thrive in today’s market, sales teams must stop waiting and start hunting. Are you chasing opportunities or just hoping they come to you? Learn how to transform your sales strategy into one that’s proactive and results-driven. 👉 You can find more information about this topic here: https://lnkd.in/eJp6CHaP
Diving deeper into Sales Automations and what it concretely means to integrate sales automation tools in your organization. @Papilo is a firm who wanted to leverage Sales Automations to get their firm to the next level. After assessing the use cases and business requirements, we have been able to successfully chose and integrate the right automation tools. For more details on how we work please read the business case below. If you are interested in this topic, join the webinar on Wednesday the 17th of April 15:00-15:30 CET about Sales Automation & Outsourcing. Sign-up through this link https://lnkd.in/e3Q9gw76 #SalesAutomations #FutureofSales #SalesAutomationIntegration
We are excited to share that we are organising a webinar on Wednesday the 17th of April 15:00-15:30 CET about Sales Automation & Outsourcing. We will deep-dive into the topic of Sales Automation, the options and how you can improve your sales organization by leveraging Sales Automation & Outsourcing. Join the discussion in our webinar and learn more about the possibilities!
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Excited to share our summarized slide presentation on the 6 steps of Sales Transformations! In our recent posts, we've delved deep into the critical components of Sales Transformation. Now, let's bring it all together in a visually engaging format. Step 1: Lead Generation Define ICP and select contact strategy (channel selection). Result: A robust pipeline filled with conversion opportunities. Step 2: CRM & Qualification Utilize CRM systems to leverage sales person effectiveness. Prioritize leads for maximum conversion impact. Step 3: Sales Effectiveness Continuously monitor sales metrics for insightful analysis. Focus on high-impact activities to drive revenue growth. Step 4: Pricing Employ Value-Based Pricing strategies for monetisation. Increase margins, profitability, and fuel further innovation. Step 5: Negotiations & Closing Equip sales teams to sell on Value based on the individual customer situation. Achieve higher conversion rates and reduce discounting. Step 6: Account Management Up & Cross-selling Maximise revenue potential through proactive account management. Unlock additional revenue opportunities within existing customer bases. In an ever-evolving business landscape, mastering these steps is pivotal for success. Sales Transformation isn't just a buzzword—it's a strategic imperative. By adapting and implementing these strategies, organizations can thrive amidst change while delivering exceptional value to customers. Let's embrace this journey of #SalesTransformations and #BusinessEvolution together! If you are interested in the entire sales transformation deck you can get in touch with: malein@impulssum.com Besides that we are also organising a webinar on Wednesday the 17th of April 15:00-15:30 CET about Sales Automation, if you are interested please sign-up through this link: https://lnkd.in/e3Q9gw76
Last week we looked into the different steps of Sales Transformations. This week we are looking deeper into the sales impact that improving each of these steps have. 1. Lead Generation: Bigger Pipeline - A well-executed lead generation strategy expands the pool of potential customers, resulting in a larger pipeline ripe with opportunities for conversion and revenue generation. 2. CRM & Qualification: Higher Impact Salespeople - Effective utilization of CRM systems and stringent qualification processes enable businesses to identify and prioritize leads with the highest propensity for conversion, thus maximizing sales impact. 3. Sales Effectiveness: Data-Driven Steering - Monitoring and analyzing sales metrics provide valuable insights that empower sales teams to steer their efforts towards high-impact activities, enhancing overall effectiveness and driving revenue growth. 4. Pricing: Increased Margins - Implementing value-based pricing strategies allows businesses to capture the true worth of their products or services, leading to higher margins and increased profitability, thereby fueling further growth and innovation. 5. Negotiations & Closing: Higher Conversion Rates - Equipping sales teams with robust negotiation skills grounded in value proposition ensures more successful deal closures, resulting in higher conversion rates and improved bottom-line performance. 6. Account Management Up & Cross-selling: Higher Share of Wallet - Proactive account management coupled with strategic cross-selling initiatives unlock additional revenue opportunities within existing customer bases, leading to a higher share of wallet and sustained business growth. In an ever-evolving business landscape, these steps form the cornerstone of successful sales transformation, enabling organizations to not only adapt but thrive amidst change while delivering exceptional value to customers. #Adapt #SalesTransformations #BusinessEvolution
In an era of rapid change and evolving customer dynamics, Sales Transformation isn't just a buzzword—it's a strategic imperative. Here's the steps we distinguish for an effective sales transformation: 1. Lead Generation: Crafting an effective lead generation strategy tailored to different prospect segments is paramount for maintaining a robust pipeline. 2. CRM & Qualification: Utilizing a CRM system to meticulously document prospect interactions aids in pipeline management. Additionally, robust qualification processes ensure optimal resource allocation and higher conversion rates. 3. Sales Effectiveness: Continuously monitoring sales metrics allows for insightful analysis, aiding in refining strategies and enhancing overall effectiveness, thereby optimizing conversion rates. 4. Pricing: Employing value-based pricing strategies enhances competitiveness and profitability, ensuring sustainable growth in the market. 5. Negotiations & Closing: Equipping sales teams with the skills to negotiate based on value rather than relying solely on discounts is pivotal for successful deal closures. 6. Account Management Up & Cross-selling: Maximizing revenue potential through proactive account management and strategic upselling and cross-selling initiatives unlocks untapped growth opportunities within existing customer bases. #Adapt #SalesTransformations #businessEvolution
The procurement function is changing as the global landscape between 2020 and 2023 experienced significant changes, leading to the rise of a new economic era marked by volatility, regionalized supply chains, AI dominance, and talent scarcity. Looking ahead procurement leads face three critical challenges: evolving into end-to-end value entrepreneurs, exploring innovative avenues for value creation, and establishing an agile procurement operating model. This involves a shift in focus towards value creation and resilience, along with a redesign of the upstream value chain, effective management of downstream margin, and the promotion of socially responsible sourcing practices.... To learn more about the growing importance of the procurement function read this interesting McKinsey article #valuecreation #procurement #future
With the first month behind us, this insightful article helps us understand what this year's key trends will be that help to stay ahead in the dynamic world of marketing. - Brands focus on growth amidst economic uncertainty. Privacy, adaptability, and responsible AI are key. Did you know 43% would switch brands for better privacy? - AI Marketing’s Responsibility: Set clear KPIs, be transparent about data use, and ensure legal compliance. In 2024, AI marketing needs to be bold, collaborative, and responsible for sustainable growth. - Sustainability Scaling Up: Brands focus on net-zero goals in 2024. Explore the wider impact of advertising for positive change. Google supports Ad Net Zero—check out the five actions for marketers. - Think Outside the Search Box: Google Search evolves beyond text; think voice and image searches. In 2024, adapt strategies to meet consumers where they are—voice, images, multisearch. Break down access barriers. - Beyond Price and Quality: Consumers prioritize multifaceted values. Engage your audience by tapping into evolving values beyond price and quality. Dive deeper into these trends and gain insights from Google leaders in the full article. Let's make 2024 a year of growth, adaptability, and purposeful marketing! #MarketingTrends #DigitalMarketing #2024Growth #AIResponsibility #Sustainability #ValueBeyondPriceAndQuality The marketing landscape is evolving rapidly, and these trends are set to redefine how we connect with audiences. Stay ahead of the curve and incorporate these insights into your 2024 marketing strategies. #MarketingTrends #2024Marketing #DigitalTransformation Check out the article here:
Did you know that engaging customers through at least 3 different channels over a span of 2 weeks can increase conversion rates by up to 35%? This multi-channel approach, incorporating tools like CRM, email automation, and social media, creates a more dynamic and personalized customer experience. It's about being where your customers are and speaking their language! #MultiChannelMarketing #ConversionGrowth #SalesSuccess 📊📈💡