Sales consulting for strategy and execution · since 2019
Progress happens when thinking turns into action.
We support start-ups, medium-sized companies and international corporations in positioning products and services in the market, opening up new sales potential and achieving sustainable growth.
The difference: We develop the strategy and take responsibility for its execution in the market – as sparring partners to our clients, from analysis to result.
Our methodology
Understand. Develop. Execute.
Understand
We analyze your status quo, recognize opportunities and identify growth potential before we derive actions.
Develop
We develop clear options and a suitable go-to-market logic – from channel choice to positioning – and decide together with you how the strategy is translated into practice.
Execute
We take responsibility for operational execution in the market, ensure delivery and adjust measures where market reality requires it.
Our services
From analysis to the first order.
Analysis first, then strategy, then execution. Along that path, depending on the mandate, we take on:
- Market access
Access to buying groups, retail and key customers. Negotiation leadership and building of sustainable business relationships.
- Sales build-up
From field sales structure to first order – including organization, processes and compensation models.
- Sparring on demand
As a sparring partner at your side – for individual decisions, ongoing projects or over years.
- POS design & presentation
What is a module in food retail or DIY? How does secondary placement work? We explain the rules of retail and design your product presentation at the point of sale.
- Marketing & communications
From trade fair appearances to country-specific communication in the EU market – aligned with sales goals.
- Product & brand development
Development of product and brand concepts through to market readiness.
The team behind the projects
For every mandate we assemble the right team from within our company and our network – strategy and execution from a single source, without the overhead of a large consultancy.
Our standard is your success.
From start-up to international corporation, with physical products as well as with services – in B2B, D2C and direct sales.
"Mats has been successfully acquiring and looking after specialist customers for us for several years, and we greatly value the ongoing cooperation."Andreas KrügenerRotho Kunststoff GmbH
"Mr. Uecker supports us holistically in building our sales organization, and we greatly value his work."Yi KongEuziel International GmbH
"For one of my start-ups, Mats Uecker gave us excellent support on sales positioning and initial customer approach."Dirk HammerschmidtEntrepreneur
Typical challenges · our approach
Many things look big. Most are solvable.
Many sales challenges look large at first – and with a structured outside view can often be solved faster than expected. Typical situations and our approach:
"We invest considerable effort in proposals – without response."
Our approach
We analyze the process from first contact to abandonment and identify where interested parties are lost. From this we derive what makes the difference: closer follow-up, faster processes or a clearer benefit argument.
Equally important: the design of the proposal itself. A standard document no longer suffices. The customer must see that you have engaged with their company, that structure and content are tailored to their decision logic – and that they can recognize the ROI at a glance.
"How do we open up new markets?"
Our approach
We deliver the right go-to-market strategy – with our system.
It always starts with the analysis: where does your product or service really belong? From this we develop the appropriate go-to-market strategy. Specifically, we clarify:
- Channels – which ones fit product, margin and brand.
- Target customers – who is realistically reachable.
- Countries – where the potential is greatest.
- Pricing logic – which entry point leaves room to negotiate.
- Sales structure – who sells, through which route.
- Operational details – terms, delivery model, packaging.
The advantage of our system: We think analysis, strategy and execution together from the start. You do not receive a plan that fails in practice – but a path we walk with you, on request.
"Existing business ties up all capacity – new customer acquisition does not happen."
Our approach
We start with the numbers: Where does revenue come from today, and what potential still lies in existing accounts? On that basis we decide together whether the more effective lever lies in growing existing business – or in deliberately freeing capacity for new customers.
"Potential customers do not recognize the value of our offering."
Our approach
The cause lies in the product or in the communication. If an offering serves no obvious need, that need must first be made visible – a matter of the right benefit argument and approach. We clarify where the lever lies and develop the right communication.
"How do we ensure our sales investments pay off?"
Our approach
Sales measures need a clear metrics logic. Depending on the business model we work with:
- ROI – return on investment per measure.
- CAC – customer acquisition cost per won customer.
- Contribution margin per channel – what actually remains.
- Sell-out metrics from retail – what really reaches the end customer.
We translate your sales targets into measurable variables, prioritize measures by impact – and create the basis for reliably distinguishing between gut feeling and real return.
"How do we deal with buyers who now use AI to prepare?"
Our approach
Buyer behavior is changing fundamentally. More and more buyers prepare supplier selection and meetings with ChatGPT, Perplexity and similar systems – often before they even start a Google search. This changes not just who gets invited – it changes the meetings themselves: the person across the table now arrives with pre-formulated comparisons, market data and arguments.
We help manufacturers adapt to this new style of conversation: What are the typical arguments buyers now bring from AI systems? How do you refute them confidently, without becoming defensive? And how do you position your company to withstand AI preparation – in conversation and in your outward presentation overall?
The technical implementation of AI visibility – meta data, schema, GEO/AEO – is not part of our core business. If needed, we recommend suitable partners. Our contribution is the sales one: you recognize the new reality and handle it professionally.
"Long internal processes cost us deals."
Our approach
With processes, simplicity beats complexity. We systematically review established workflows – number of people involved, redundant steps, digitization potential – and streamline where customers are lost.
"We are not reaching our target audience."
Our approach
First we check whether the audience actually reached is economically more attractive than assumed. If not, we identify where the desired customers are reachable and what approach they expect – and translate this into a clear communication guide.
"We lose customers in price negotiations."
Our approach
Entry prices set too low remove the room for maneuver on terms and campaigns – a common strategic mistake. We analyze competition, market and offering and develop a pricing strategy that creates negotiation room and enables confident presentation.
"We can't compete on price with large competitors."
Our approach
You can't argue away economies of scale – but you can compensate for them. We first examine savings potential in procurement and organization. If a price difference remains, we work out the value drivers that justify it: quality, origin, brand, service.
"Sales costs exceed the return."
Our approach
We analyze the sales organization in detail:
- Territory structure – how are the territories cut?
- Customer density – how many customers per territory?
- Visit frequency – who is visited how often, and is it worth it?
- In-person vs. digital – which appointments really need an on-site visit?
- Contract and compensation models – do they still match today's reality?
From this emerges a structure that brings cost and impact back into proportion.
"We want to digitize – but our customers work in analog ways."
Our approach
Customer contact and internal processes should be viewed separately. Communication stays as your customers value it – while in the background workflows are digitized: shorter response times, consistent data, an unburdened back office. We identify the measures with the best effort-to-impact ratio.
The next step
Every mandate starts with a conversation.
Tell us where you stand – we will show you the ways forward. Free of charge and without obligation.
