How we work - step by step
Predictably more qualified B2B sales conversations. With a system, not luck.
Our process in detail
Every step, every measure - and what you have in hand at the end of each one.
12practice areas, each with its own page and a direct path to an inquiry (PJM Partner)
The situation
Two patterns we see in almost every B2B company
Many invest in individual building blocks - a website, a campaign, a CRM. But the basis is missing: a system that connects them and reliably delivers qualified sales conversations.
Pattern 1
New business hangs on the network
Inquiries come through referrals and existing clients - a predictable new-client process is missing.
Pattern 2
Tried a lot, nothing sticks
Tools, consultants, initiatives - plenty tried. Nothing builds on anything else.
Why that is
Behind both patterns, the same thing is missing: a system.
Without qualified inquiries - no sales.
Without a sales system - no predictable revenue.
Not manual. Not random. Repeatable.
Good individual measures lose to a good system.
That is why we don't build yet another piece - we build the system behind it, in three steps:
The Starting PointKick-off before step 1
First the analysis, then the system
Before we start, we take your entire market presence apart - from your website across social profiles and funnel to your offer. The Skalensprung Matrix shows where you stand and which lever comes first.
Step 1 · Weeks 1-4
The Foundation: who you win - and why they buy
Before a single campaign runs, we clarify who you want to win - and what triggers the buying decision for that person.
Not a marketing one-pager. A decision-maker model.
How your market presence works
Measure 1.1Decision-maker model & positioningBuilt from what you already know - sharpened until positioning and core message are unmistakable.
The result
- A decision-maker model instead of a one-pager
- An unmistakable positioning
- Messages per decision-maker role
- An objection map for doubts
Why this is better
This way, your sales team only talks to people who bring the right problem and a real buying motive.
What goes in: Your best clients · Won and lost proposals · Objections from real conversations · Offer & price structure
Measure 1.2A market presence that carries the pathThe decision-maker model becomes a presence that builds trust and pre-qualifies - before the first conversation.
The result
- A presence built along the decision-maker model
- Pre-qualification before the first call
- Measurability from day one
Why this is better
A presence that fits the decision-maker filters on its own - which makes every later campaign more efficient.
What goes in: Decision-maker model · Core message · Channel requirements
FoundationWeeks 1-4
Not sure who you actually want to win? That is exactly where we start.
Book a free consultationStep 2 · Weeks 5-8, campaigns live by week 8
The Marketing System: demand that becomes sales conversations
On that foundation, predictable demand among your ideal clients takes shape - and turns into qualified sales conversations.
Not another tool. A system that runs.
How the marketing system works
Measure 2.1Campaigns & funnelThe path from first touch to a booked sales conversation - built and continuously operated instead of set up once.
The result
- Campaigns built along your message
- A funnel through to the booked call
- Ongoing operations instead of standstill
- Visible numbers at all times
Why this is better
Because an operated system stays alive - whatever doesn't carry gets adjusted instead of left lying around.
What goes in: Message from the foundation · Campaign build · Funnel & booking · ongoing operations
Measure 2.2 · in parallel from weeks 1-2Fast-start track: your existing contact baseWhile the campaigns ramp up, the fast-start track is already working with what you have - your contact base and real buying signals.
The result
- Reactivating your base starts immediately
- Signal-based outreach runs in parallel
- Starts from weeks 1-2
- first meetings often from weeks 4-6
Why this is better
Campaigns need ramp-up time - the fast-start track runs in parallel from weeks 1-2 and immediately uses what already sits in your base.
What goes in: existing contact base · signal-based contacts · database follow-up
The Channel ArsenalHow we create demandThree paths we combine depending on your target decision-makers.
Organic visibility
Thought-leader market presence
We position you on the relevant platforms as a recognizable expert voice in your market - the groundwork for inquiries that come in on their own.
- Primarily LinkedIn, complemented by Instagram and YouTube
- Profiles built like a sales page: cover image, focus sections, service presentation, newly created visuals
- AI-powered automation picks up incoming inquiries and pre-qualifies them
Paid reach
Performance campaigns
Campaigns on Meta, LinkedIn, and Google - from first touch to a booked sales conversation, steered by visible numbers.
- Channels: Meta, LinkedIn, and Google
- From first touch to a booked sales conversation
- Steered by visible numbers - you always see what lands
Direct outreach
Signal-based outreach
Personally tailored contact via email and LinkedIn based on real signals - handed to your CRM, with structured follow-up.
- Outreach based on real signals, not the watering-can principle
- Via email and LinkedIn, personally tailored to the recipient
- Handover to your CRM and structured follow-up
Who runs the system?
Two paths - you decide
A true handover - build, train, then operations by your team - is something traditional agencies usually don't offer. With us, it is a regular path.
We run it for you
External Growth Department
Done for you: your client acquisition system runs without you having to build a marketing department. We operate it.
Your team takes over
System Handover
Done with you: we build the system, train your team, and hand it over - after that, your people run it themselves.
Marketing SystemWeeks 5-8, campaigns live by week 8
Demand that doesn't depend on chance? That is exactly what we build.
Book a free consultationStep 3 · Weeks 5-8, in parallel
The Digital Sales System: conversations become predictable revenue
Sales conversations are only the beginning. So they turn into predictable revenue, we build the sales system behind them.
Not a system imposed from outside. One your team runs itself.
How the sales system works
Measure 3.1Pipeline stages & CRMStructure for your conversations - from the first stage to the signature, in a CRM your team actually uses day to day.
The result
- Clear stages through to the close
- Playbooks for confident conversations
- An offer with visible value
- A CRM the team actually carries
Why this is better
A system your team runs itself makes you independent - it keeps working even if we one day part ways.
What goes in: Your sales reality · Offer & pricing · Talking points from the foundation
Measure 3.2Follow-up & digital employeesStaying on it is the most labor-intensive part of sales - a digital follow-up specialist takes it over, and stays in your company.
The result
- Systematic follow-up, reliably
- Prospects never go cold unnoticed
- Stays in your company when we leave
Why this is better
Most deals are lost after the conversation because nobody follows up consistently - that is exactly what the digital employee takes over.
What goes in: open proposals · warm contacts · follow-up sequence
Where the leverage sitsSix levers in sales
Once the sales conversations run, it shows where the lever sits. That is exactly where we go to work - sometimes in the process, sometimes in the conversation, sometimes in the offer.
Sales stages & pipeline
When inquiries drown in gut feeling.
Result: A sales operation that keeps running without you.
Call playbooks
When every conversation runs differently.
Result: Conversations that get to the point, predictably.
Offer & pricing strategy
When the price has to be explained instead of selling itself.
Result: Sell on value, without justifying yourself.
CRM & processes
When nobody knows where a contact currently stands.
Result: You know where your sales stand at any time.
Expanding existing accounts
When most of the revenue is already sleeping in-house.
Result: Predictable additional revenue without new inquiries.
Leadership & steering
When the team works hard, but without direction.
Result: Your team works toward goals, not aimlessly.
Optional expansion stageScaling & Digitalization
Standardize processes, secure knowledge, put digital employees to work - for companies that want to keep growing. Not a mandatory step. We only go down this path once your client acquisition system stands and carries.
Digital Sales SystemWeeks 5-8, in parallel
Revenue that would otherwise get lost in follow-up? We bring it back.
See what a full calendar would look like for you - in your free consultation.
From our own practice
Why this process works
Many providers promise fast growth. Do they actually work with the methods they sell you?
We do.
We use it ourselves: Our own client acquisition · Our digital employees · Our own CRM · Systems that run without anyone present
The same build - true three times over
Works for us
We run every building block ourselves - daily, for our own client acquisition.
Works for you
Proven in practice before we build it for you. No experiments at your expense.
Stays - because it belongs to you
No classic agency model, no permanent dependency. You steer it yourself.
“Above all the implementation documentation […] with full transparency […]: I liked that very much, we liked that very much.”
Martin MöbiusPJM Partner RechtsanwälteVoices
What others say about working with us.
Oumar Langer · AI-Z Group
It was a great collaboration. I honestly could not have wished for anything better.
Dr. Dirk UhlmannsiekGlauber RechtsanwältePersonally, I think our new website has turned out very, very well. It is very bright and friendly, just the way we pictured it. That is a real winner you have created for us.
Martin MöbiusPJM Partner RechtsanwälteAlexander has that rare combination of creativity, technical know-how and solid business sense [...]. I wouldn't hesitate for a second to work with him again.
Luis WingenfeldCustomer Development Manager E-Commerce, Coca-Cola®What can I say: working with Alexander was fantastic. The numbers speak for themselves.
Enriqueta MartinezManaging Director, MayahuelIt's my life, mapped out digitally. I couldn't imagine my life without the OS anymore.
Oumar LangerCEO, AI-Z GroupMy productivity revolution. The system has fundamentally changed the way I shape my day, set priorities and get tasks done.
Marc BöllIT Lead, Global Strategic Solutions, Coca-Cola®Working together was so pleasant and enriching that I didn't even notice how quickly the time passed. I learned an incredible amount - definitely a good investment.
Marlene WirsEntrepreneur & Sleep MentorHe understands exactly what it takes to digitalize your own know-how [...].
FAQ
Common questions about working together
With B2B companies whose offering is complex and sells on trust: agencies, consultancies, software providers.
What matters is less the industry than the attitude: you want to grow and are willing to change something about your client acquisition to get there.
We don't deliver slide decks, we build. What stands at the end is a working system, not a concept paper.
There are two paths: we run the system for you on an ongoing basis (External Growth Department).
Or we build it, train your team, and hand it over (System Handover).
We look at your client acquisition together, name the biggest bottleneck, and show what this process would look like for you.
You leave with a clear assessment - even if we don't end up working together.
Traditional consulting often ends where the work begins: at implementation. We combine both.
We build the pieces together with you and make sure you can master them yourself in the long run. Your system belongs to you, not to us.
Alexander Freytag · CEO & FounderLet's build your client acquisition system.
Together we name your biggest bottlenecks. You keep the result, even without working together.
No strings attached, 45 minutes, directly with Alexander Freytag.
Not quite there yet? Explore the case studies first.