• ABOUT US

    Passionate for B2B Sales. Highly experienced team.

    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.

  • 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.

     

    You can find more details on Jens on LinkedIn.

  • SERVICES

    We cover all steps along the B2B sales process.

  • Consulting & Interim Management

    We support organizations to build up their B2B sales organizations. We cover both the strategic / analytical perspective, as well as the personal / coaching perspective.

    Sales Recruitment & Development

    We offer recruitment services for B2B sales talent. We cover junior, senior and leadership positions.

    Investments

    We invest in B2B oriented start-ups in seed rounds. We are interested in B2B SaaS, software, platforms and online marketing.

    B2B Sales Tools

    We develop tools and content for B2B sales teams to sell more effectively and manage teams more efficiently.

  • How we work

    Example: Sales Consulting & Interim Management

    1

    Strategic Assessment

    We get hands-on to analyze and enhance your sales organization. You know where you want to go. Let us develop the path together.

     

    We’ll rapidly translate our findings into required processes, pitches and tools.

    2

    Sales Playbooks

    If every rep told your best story and ran your best process, how would that impact pipeline and revenue?

     

    A playbook gives every manager & rep the tools, tactics and messaging to prospect and sell like the best performer on your team.

    3

    Training & Coaching

    You can’t hit your numbers managing process and tools alone.

     

    We’ll work with your managers & teams to shape their abilities to spark interest and generate opportunities. We make sure processes are implemented.

  • CUSTOMERS

    We work with three groups of organizations

    Growing

    organizations

    New and innovative products / services

    Typically growth between 20% and 200% per year developing new markets & solutions.

    Established organizations

    New and innovative products / services

    Typically new departments (e.g. digital labs) looking to grow new business.

    Established organizations

    Existing products through new channels

    Typically looking to sell established products / services through digital channels.

  • So, what kind of projects are you working on?

    Typical Projects for sales organizations

    Enterprise SaaS Platform B2B

    • Size: Total team of 40 emp., B2B sales team 10 emp. 
    • B2B sales process assessment, coaching of Head of Sales
    • Coaching of sales agents on pitch optimization

    B2B Services platform

    • Size: Total team of 200 emp., B2B sales team 15 emp. 
    • B2B sales process assessment 
    • Sales activation programme and CRM optimization measures

    Real Estate Financing platform

    • Size: Total team of 250 emp., B2B sales team 30 emp. 
    • B2B sales process assessment, identification of improvement levers
    • Implementation support and alignment of sales with marketing priorities

    Real Estate Lead Generation

    • Size: Total team of 80 emp., B2B sales team 10 emp. 
    • B2B sales performance review
    • Development & implementation of performance improvement program

    SaaS Tool SEO B2B

    • Size: Total team of 80 emp., B2B sales team 20 emp. 
    • Long-term performance improvement program & development of new sales team
    • Coaching of VP B2B Enterprise sales

    Medical B2B platform

    • Size: Total team of 70 emp., B2C sales team 20 emp. 
    • Assessment of sales performance
    • Development and implementation of in-depth sales training programme
  • Best-practice framework based on our industry & functional experience

    B2B Sales Framework

     

    Sales processes

    • 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
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  • JOBS

    Yes, we are hiring as well.

    Sales Manager (m/f)

    Excited about everything related to B2B sales? Then join our team of sales managers and consultants to drive results with our customers.

    Requirements? 3 years of B2B sales management experience. Experience in highly dynamic setups.

    Recruiter / HR Business Partner (m/f)

    Are you excited to work with great candidates and match them with fascinating businesses? We are looking for an additional team member in our Recruitment team.

    Requirements? 2 years of HR / recruitment experience, ideally recruiting for sales positions. Proven success as a recruiter.

    Intern Online Marketing (m/f)

    Interested in all aspects of online marketing? We are looking for support to develop campaigns and optimize existing marketing campaigns.

    Requirements? Initial experience in online marketing. Strong analytical skills. Highly communicative. Willing to learn.

    Intern HR / Recruiting (m/f)

    Interested in all aspects of HR and Recruitment? We are looking for additional support to in our HR team.

    Requirements? Interested in HR / people. Strong analytical skills. Highly communicative. Willing to learn a lot.

    Interested? Shoot us a message at bewerbung@salespotentials.com

  • Q&A

    How does digitalbusinessgroup work?

    Do you only create presentations & slideshows?

    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.

    What topics do you cover?

     

    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.

    What kind of projects do you do?

    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.

  • CONTACT

    Interested? Get in touch.

    Kurfürstendamm 194
    10707 Berlin, Germany
    +49 30-610821600
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