Challenge: Customer Value Management for the optimization of their B2B sales processes and increase of cross-selling among the five companies of the group

Identification of the reasons for Winning and Loosing business with the top management of the five companies of the group,  and implementation of the appropriate changes in their B2B sales processes.

Definition of sales synergies (cross selling) among the various companies, to optimize the productivity and business results of the group.

Subsequent involvement in the project of the entire sales force, analysts and consultants to put into practice the new working methods.

In the third phase of the project we facilitated the integration of the new sales methodology into their corporate CRM tools.

Promoters of the projects
Mario Capuano (Chairman and CEO)
Marina Famiglietti (Organization and HR Director)

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