Market and target accounts
Focus on segments where customer need, technical capability and commercial value genuinely align.
- Target segments
- Buying motives and decision-makers
- Value proposition
B2B sales for technical SMEs
A sales system that does not depend on chance.
Mrose Consulting structures market development, pipeline and follow-up so management and teams know which opportunities matter and what needs to happen next.
When it becomes relevant
Good products alone do not create predictable orders.
Technical SMEs often sell through experience, relationships and a small number of key people. This works until growth, succession or a more demanding market calls for a repeatable system.
The objective is not more administration. It is clarity around target customers, sales stages, next actions and accountability, so fewer opportunities go cold and decisions are made earlier.
Process and pipeline
Turn contacts into qualified opportunities with defined stages and explicit next actions.
- Sales stages and criteria
- Pipeline logic
- Follow-up routines
CRM and management
Tools and metrics serve management of the business instead of occupying the sales team.
- Pragmatic CRM use
- A small set of actionable metrics
- Clear ownership
Approach
From bottleneck to a workable sales routine.
Make reality visible
We review customer journeys, pipeline, proposals, tools and management cadence, separating assumptions from evidence.
Prioritise the levers
A clear target state, a few metrics and a 90-day plan replace a long wish list.
Implement in daily work
Templates, CRM logic and routines are introduced with the responsible people and adjusted in practice.
Outcome
Manage with evidence, without false promises.
At the outset, we agree how progress will be recognised: for example pipeline quality and age, response time, proposal conversion, next actions or released capacity. The right metric depends on the starting point and sales cycle.
Mrose Consulting does not promise a generic revenue increase. The commitment is clarity on the bottleneck, a realistic focus and direct support during implementation.
A suitable entry point:
The 90-day focus from CHF 990 clarifies one defined bottleneck. If team implementation is required, a scoped sprint or ongoing advisory mandate follows.
Next step
Where is your sales process losing opportunities?
In a 15-minute conversation, we determine whether there is a concrete lever and which entry point makes commercial sense.