Industrial B2B Excellence

Practical insights from industrial B2B sales — backed by modern sales science and real-world execution

Open knowledge for complex sales environments. Structured support for organizations ready to implement, integrate, and execute.

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10+
Years Experience
100%
Evidence-Based
5+
Free Resources
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Industrial B2B

Expert Knowledge

Science-Backed

Free Access

Open Knowledge — Free to Access

Core frameworks, thinking models, and practical insights are shared openly. All content is provided as downloadable PDF presentations covering industrial B2B sales, strategy, organization, and decision-making.

Industrial B2B Sales Strategy

A comprehensive framework for structuring complex sales processes in industrial environments.

If the PDF download does not work, this can occasionally be due to browser settings. Feel free to contact me, and I will be happy to send the PDF directly via email.

Key Account Management Framework

Proven methods for managing strategic accounts and building long-term partnerships.

If the PDF download does not work, this can occasionally be due to browser settings. Feel free to contact me, and I will be happy to send the PDF directly via email.

Sales Organization Design

Structure your sales organization for sustainable growth and operational excellence.

If the PDF download does not work, this can occasionally be due to browser settings. Feel free to contact me, and I will be happy to send the PDF directly via email.

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5+
Resources
100%
Free
PDF
Format

Create clarity, not dependency

Knowledge should be accessible. Value is created through proper implementation and execution.

Our Approach

Philosophy & Approach

Sustainable results in complex B2B sales require structure, discipline, and evidence-based execution.

Structure Over Improvisation

Complex industrial environments demand systematic approaches and disciplined execution. Structure enables consistency, scalability, and predictable outcomes.

Systems Over Shortcuts

Sustainable results come from well-designed systems, not quick fixes. Real progress requires patience, evidence-based methods, and continuous refinement.

Evidence Over Rhetoric

Effective B2B sales is built on data, research, and proven methodologies. Decisions based on evidence consistently outperform those based on intuition alone.

Core Principles

Structure over improvisation — Systematic frameworks applied consistently outperform ad-hoc approaches

Evidence over intuition — Decisions grounded in data and research produce better outcomes

Execution over strategy — A well-executed plan beats a perfect strategy poorly implemented

Reality over rhetoric — Honest assessment of the current state is the foundation of meaningful progress

Implementation

From Insight to Implementation

Knowledge is shared freely — value is created through proper implementation.

For organizations ready to move from understanding to execution, structured support is available.

Integration & Implementation

Embedding frameworks into existing sales organizations. Adapting proven methods to your industry, culture, and operational reality.

  • Sales process design and optimization
  • Framework adaptation to industry context
  • Change management and adoption support

Leadership Advisory

Working directly with CEOs, Founders, and commercial leadership on strategy, structure, and execution.

  • Commercial strategy development
  • Sales organization structure review
  • Executive coaching for sales leaders

Execution Support

Hands-on support to ensure frameworks are applied consistently. Training, performance monitoring, and continuous refinement.

  • Team training and capability building
  • Performance monitoring and refinement
  • Continuous improvement facilitation

Strategic Collaboration

Long-term partnerships for organizations requiring dedicated sales excellence support. Project-based or embedded resources.

  • Long-term strategic partnerships
  • Embedded sales excellence resources
  • Custom project-based engagements

Knowledge is shared freely. Implementation is where value is created.

Organizations that succeed don't just understand the frameworks — they execute them systematically and consistently.

Coverage

What This Covers

Industrial B2B sales across strategy, organization, and execution.

Industrial B2B Sales Strategy

Strategy, structure, and execution for complex industrial sales with long cycles and multiple decision-makers

Sales Organization & Structure

Designing sales organizations for performance, scalability, and alignment with business objectives

Key Account Management

Managing and developing strategic customer relationships that drive sustainable revenue growth

Negotiation & Decision Dynamics

Understanding buyer decision processes and negotiating in multi-stakeholder industrial environments

Growth & Commercial Strategy

Commercial planning and execution for revenue growth in industrial markets

Application of Modern Sales Science

Evidence-based sales methodologies grounded in research and proven in practice

AI in Sales Strategy

Strategic integration of AI tools for predictive analytics, lead scoring, and decision support in B2B sales

Sales Automation & AI Efficiency

Leveraging AI for process automation, pipeline management, and freeing sales teams for high-value activities

Data-Driven Sales Intelligence

Using AI-powered analytics and machine learning to extract actionable insights from customer and market data

Background

Professional Background

Built on 10+ years in industrial B2B sales leadership

This platform draws on experience in Industrial B2B Sales, including roles as Sales Manager, Key Account Manager, Growth Manager, and Commercial Strategy leadership.

Core Expertise

  • Industrial B2B Sales & Technical Sales
  • Sales Engineering & Account Management
  • Complex Sales & Multi-Stakeholder Environments
  • Key Account Management & Strategic Partnerships

Leadership Experience

  • Sales Manager & Growth Manager positions
  • Commercial Strategy & Business Development
  • Sales Organization Design & Transformation
  • Cross-functional Leadership & Team Development

The work combines practical industrial sales experience with modern sales science — field-tested methods informed by research from leading sales scholars and practitioners.

Focus

Decision-makers and commercial leaders in complex B2B environments who value structure, evidence, and execution over hype.

Professional References

Recommendations

References from colleagues and business partners

"I had the pleasure of working closely with Marijan for several years, and I consistently experienced him as an outstanding sales professional who combines strong technical understanding, negotiation skills, and genuine empathy.

Through his engagement and disciplined approach, we were able to significantly increase revenue and margins, while building long-term customer relationships. Marijan works with a high level of professionalism and passion and is a pleasure to collaborate with.

Any organization can consider itself fortunate to have him on the team."

Peter Drage

Managing Director | Strategy Group | Podcast Host

"In my collaboration with Marijan, one pattern became very clear: everything he touches grows big."

Sebastian Jagsch

Senior Leader | AVL

"Across professional environments, Marijan has consistently demonstrated strong leadership, analytical thinking, and execution capability. His work led to tangible results, and he is recognized for combining structured thinking with practical applicability in complex sales and business contexts."

Professional Reference

Industry Context

Additional professional references available upon request

Let's Discuss Your Needs

If you are interested in implementation, integration, or strategic collaboration, feel free to reach out.

Disclaimer

Important Information

No Guarantees: The content, frameworks, and insights shared on this platform are based on professional experience and research. However, results may vary significantly based on industry, market conditions, organizational culture, and execution quality. No specific outcomes or results are guaranteed.

Professional Advice: The information provided is for educational and informational purposes only. It should not be considered as personalized professional advice for your specific situation. Organizations should conduct their own due diligence and, where appropriate, seek independent professional counsel before implementing any strategies or frameworks.

Implementation Risk: Any implementation of sales methodologies, organizational changes, or strategic initiatives carries inherent risks. Success depends on proper adaptation to your specific context, consistent execution, leadership commitment, and multiple external factors beyond anyone's control.

Intellectual Property: All content, frameworks, and materials remain the intellectual property of their respective authors and sources. PDF resources are provided for educational use. Commercial redistribution or unauthorized use is prohibited.

Limitation of Liability: To the fullest extent permitted by law, this platform and its operator disclaim all liability for any direct, indirect, incidental, or consequential damages arising from the use or inability to use the information provided, including but not limited to lost profits, business interruption, or other commercial damages.

By accessing and using this website, you acknowledge that you have read, understood, and agree to this disclaimer. Last updated: December 2024