SALES VELOCITY · SALES EFFICIENCY
Sales Efficiency
More deals moving from first contact to close.
We help B2B companies with complex sales align sales and marketing, make CRM useful and focus on the activities that improve Sales Velocity.
Start with the business
Get sales and marketing pulling in the same direction.
Most B2B companies already have a CRM. The problem is seldom the tool. Sales and marketing work at different speeds, with different goals and different pictures of the customer.
We connect customer-centric working practices, CRM, sales training and strategy execution. We focus on the gaps between functions and the improvements that move your pipeline forward.
Recognise the symptoms
Find the moments
that slow you down.
Leads get lost. Marketing generates interest, but qualification, handover and follow-up lack clear ownership.
The pipeline is hard to trust. Stages mean different things, manual updates take time and customer insights stay with individuals.
Strategy stays in the deck. Daily sales activities are not clearly connected to business goals or reviewed consistently.
Our approach and method
Three connected ways to improve Sales Efficiency
01
Customer Centricity Framework
Five levels connect sales and marketing. CRM holds the customer flow together, from first contact to learning after the deal.
02
Sales – A Helping Mindset
Sales training where both sides win. Five Green Lights guide the customer dialogue from need to decision, connected to MEDDICC.
03
STAR Execution
Turn vision and goals into activities and ownership. Scoreboards and a weekly rhythm keep strategy moving.
CRM is the backbone. AI supports preparation, analysis and information flows – people remain in control. We are vendor-neutral.
Outcome
Improve the four Sales Velocity levers
Sales Velocity = (Number of opportunities × Average deal value × Win rate) ÷ Sales cycle length in days.
The measure expresses expected pipeline revenue per day. More qualified opportunities, larger deals, higher win rates and shorter cycles improve it. We agree relevant measures for your business and follow up the work.
01
More qualified opportunities
Clearer segments, relevant communication and consistent lead follow-up.
02
Larger average deals
Stronger value propositions and value-based customer dialogue.
03
Higher win rates
Better qualification and customer-centric selling.
04
Shorter sales cycles
Clear pipeline stages, less manual work and focus on activities that move deals forward.
Client cases
Cederquist
Focus clients, business development and sales training
TUGAB
Faster quotes and clearer sales material
White & Case
Interim marketing and business development lead
Clap Your Hands
From vision to weekly activities with STAR Execution
Financial institution
A change model for automated margin management
Clap Your Hands
More artists – without losing the editorial voice
Connect
Business coach for growth companies
FAQ
Questions about Sales Efficiency
What is Sales Efficiency?
Sales Efficiency improves how sales and marketing use people, processes and tools to develop and win the right B2B business. We connect the work with the four Sales Velocity levers.
Do we need a new CRM?
A new CRM is not the starting point. We begin with your processes, customer flow and how the current system is used. Any changes are assessed against those needs.
What is Sales Velocity?
Sales Velocity shows how much pipeline revenue you create per day: number of opportunities × average deal value × win rate ÷ sales cycle length in days. It makes sales efficiency measurable.
START WITH YOUR SITUATION
Where does your sales process get stuck?
20 minutes, free of charge. We understand your situation and goals, give concrete guidance on the spot and assess together whether we can help. If there is a fit, the next step can be a Process Review.