Building Successful Sales Organisations
We support technology-driven organizations through 3 key levers in developing a high performing sales team
- Know-how
- People
- Tools
Services
We cover all steps along the B2B sales process.
People
More about us
Dr. Jens Hutzschenreuter
Managing Director / Geschäftsführer
Within digitalbusinessgroup, Jens works predominantly with our large partners on sales process organization and improvement programs. He also supports the recruitment of senior profiles and sales leadership positions.
Prior to his engagement in digitalbusinessgroup, Jens was a co-founder of Citydeal and Groupon. He was responsible for Sales & Operations and held various executive roles in different countries.
- Developed a highly structured B2B sales model (“Groupon Sales Model” – comparable to the “Toyota Production System” for B2B sales) to drive consistent revenues within B2B sales teams
- Rolled out the model in various global markets (UK, Ireland, Japan, South Korea, USA, D-A-CH)
- Built the fastest growing country organization (South Korea) within Groupon
- Managed up to 200 Inside and Outside Sales reps in the USA (Chicago HQ)
- Managed up to 800 employees in the region Germany, Austria, Switzerland
Prior to his roles at Groupon, Jens was a management consultant with The Boston Consulting Group from 2003 to 2010. He focused on advising clients on topics of Sales & Marketing in High-Tech industries like Automotive, Industrial Engineering or Energy.
After his master of science degree in industrial engineering from Stuttgart University, he graduated from a doctorate program in Entrepreneurship from RWTH Aachen University. He also worked as a Visiting Scholar at the Wharton School at the Universtiy of Pennsylvania.
References
We work with great companies (examples)
Funded by great investors (examples)
Our typical customers
Start-Ups / Venture Capital
New and innovative products / services
Typically growth between 20% and 200% per year developing new markets & solutions.Start-Ups / Venture Capital
Existing products through new channels
Typically looking to sell established products / services through digital channels.Corporates
New and innovative products / services
Typically growth between 20% and 200% per year developing new markets & solutions.
Software / SaaS
Electronic / Embedded Systems
eCommerce
Telco
Engineering / Robotics
Medical devices
Market place
Online Marketing
HR Tech
Energy
Financial services
Automotive
e.g., from these industries (among others)
Making an Impact In Your Sales Organization
We support B2B sales organizations with software tools, actionable support and new team members to reach their ambitious goals. We are passionate about the B2B Sales process: Through better tools, better structured processes and better team members we increase the performance of sales teams. Geographically, we work with sales organizations in North America and Europe. Through the work with best-in class sales organizations and previous experience, we developed a highly structured and analytical view on the B2B sales. One can think of it as the “Toyota Production System” for Sales. We are using our experience of over 20 B2B sales organizations to derive best practices and implement them in client’s sales teams.
B2B Sales Framework
Best-practice framework based on our industry & functional experience.
Our projects typically build on a combination of these elements
Sales process
- Focus: operational sales activities
- Typically performed by SDRs, AEs and AMs
- Incl. best-practice scripts
Sales management
- Focus: activities performed by managers
- Weekly, monthly and quarterly routines
- Performance management
Sales enablement
- Focus: training plan & organization
- Implementation by team (P2P), managers or dedicated ressources
Sales collaterals
- Focus: relevant written, digital and marketing materials
- In cooperation with marketing
Margin / price points
- Focus: measures against high discounts and low average price points
- Includes sales pitches
Talent management
- Focus: recruitment, retention and offboarding of individuals
- Includes career planning
Lead management
- Focus: identification and management of accounts, contacts & opportunities
- Includes research strategies
Sales controlling
- Focus: input factors, intermediate steps & outputs
- Incl. target setting
Sales incentives
- Focus: incentive plans, one-time and regular incentives (“spiffs”)
- Change management of incentive plan changes
Sales tools / CRM
- Focus: efficient set-up & usage of tools
- Effective usage of current & input on new tools
Hands-on input
Interesting pieces of content we have worked on
Sales Manager (m/w/d) – Wachstumsunternehmen – (ID: sa4)
Recruiter / HR Business Partner (m/f/d)
Online Marketing & Operations / Dual Studies Business or IT (m/w/d) – (ID: sa3)
Praktikant / Werkstudent – Sales Recruiting (m/w/d) – (ID: sa5)
Q&A
How does digitalbusinessgroup work?
It depends on the scope. We do workshops, short projects (e.g., 2 weeks on site), long projects (e.g., 3-6 months on site) or continuous support (e.g., 1 day per week for 6 months). Usually there will be a team working on your product.
We cover basically all relevant topics from sales strategy, organization, teams, sales management, pitch, sales IT tools, reporting, recruitment, training over to coaching and personnel development.
Oh no. Every member of our team ran B2B sales teams before. We all know that sales is about doing the right things and in the right frequency. We are all about implementation of learnings and driving results.
Partner
We are happy to partner with others
Interested? Shoot us a message at info@digital-business.net
Reach Us
Address
Phone
+49 30-61 08 21 600