{"id":91850,"date":"2026-06-25T12:29:30","date_gmt":"2026-06-25T10:29:30","guid":{"rendered":"https:\/\/www.encoway.de\/blog\/sales-success-a-matter-of-making-the-right-decisions\/"},"modified":"2026-07-01T08:52:07","modified_gmt":"2026-07-01T06:52:07","slug":"sales-success-a-matter-of-making-the-right-decisions","status":"publish","type":"post","link":"https:\/\/www.encoway.de\/en\/blog\/sales-success-a-matter-of-making-the-right-decisions\/","title":{"rendered":"Sales success: A matter of making the right decisions"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"91850\" class=\"elementor elementor-91850 elementor-91575\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e4382f5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e4382f5\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e71b192\" data-id=\"e71b192\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-44d51d1 elementor-widget elementor-widget-text-editor\" data-id=\"44d51d1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><strong>Why do sales teams with similar product offerings, comparable customers, and market conditions often achieve completely different results?<\/strong><\/h3><div>\u00a0<\/div><p>The answer doesn&#8217;t always lie in strategy, the market, or available resources. Often, another factor determines success or failure: the many small decisions made in day-to-day sales work.<\/p><p>Which product is being offered, and which version is recommended? What alternative is displayed if the desired product is out of stock? What discount is offered? Which customers receive special attention, and which do not?<\/p><p>Each of these decisions may seem insignificant on its own. Taken together, however, they can have a significant impact on revenue, margins, and sales performance.<\/p><p><strong>So how can manufacturers of products with a wide variety of variants identify key opportunities and capitalize on them?<\/strong><\/p><p>\u00a0<\/p><h2><strong>The biggest challenge is complexity<\/strong><\/h2><div>Most industrial companies have experienced sales teams, established processes, in-depth product knowledge, and more data than ever before.<\/div><div>\u00a0<\/div><div><p>Nevertheless, similar patterns emerge time and again:<\/p><\/div><ul><li>A well-known product is being offered, even though a more cost-effective alternative exists.<\/li><li>Available alternatives remain undiscovered.<\/li><li>Cross-selling depends on chance or experience.<\/li><li>Discounts are given &#8220;on a case-by-case basis.&#8221;<\/li><li>Customers receive the same level of attention, even though their potential and risks vary greatly.<\/li><\/ul><p>These are not isolated cases, but rather the consequences of complex product and sales environments. As portfolios grow, more variants emerge, delivery capabilities fluctuate, and customers expect quick responses, it becomes more difficult to make the right decision at the right moment. Gut instinct and experience are no longer enough.<\/p><p>Furthermore, many decisions are made under significant time pressure. Often, when it really matters, information is unavailable, unlinked, or not transparent enough. This presents yet another hurdle for dedicated salespeople.<\/p><h2><strong>The potential often lies within one&#8217;s own portfolio<\/strong><\/h2><p>When companies want to grow, they often look outward: more leads, more campaigns, more sales capacity.<\/p><p>It\u2019s also worth looking inward, where enormous potential sometimes lies dormant within your own data: in product data, order templates, customer histories, quote data, margin information, and availability data.<\/p><p>So what if the next opportunity is already right here in your own business?<\/p><ul><li>in making better product decisions<\/li><li>in more targeted alternatives<\/li><li>in a cleaner version control system<\/li><li>fewer unnecessary discounts<\/li><li>in systematic cross-selling<\/li><li>in better prioritization of customers<\/li><\/ul><p>At first glance, these measures may seem minor. However, when scaled to a company with thousands of offerings, product variants, and customer interactions, they can make a decisive difference in day-to-day sales operations.<\/p><p><strong>Growth isn&#8217;t just about new markets and new customers. Growth can also come from within. <\/strong><\/p><p>The key is to harness existing potential at the right moment.<\/p><h2><strong>Get more out of CPQ and Sales Intelligence<\/strong><\/h2><p>For more than 25 years, encoway has been helping manufacturers of products with a wide range of variants to arrive at the right offer more quickly and efficiently. This is made possible by powerful <a href=\"https:\/\/www.encoway.de\/en\/products\/\">CPQ solutions<\/a> that make technical complexity manageable and enable the selection of suitable solutions even when there is a high degree of product variation.<\/p><p>With<a href=\"https:\/\/www.encoway.de\/en\/products\/product-to-market-profitably-steering-product-portfolios\/\"> P2M (Product-to-Market)<\/a>, encoway is now taking the next step: from technical configuration to dynamic sales management with sales intelligence. While traditional configuration logic is based on static rules, P2M also takes dynamic factors such as margin, delivery availability, capacity, and inventory levels into account. At the point of sale &#8211; at the decisive moment &#8211; sales representatives receive a recommendation for the most economically sound option. Especially with complex industrial portfolios, P2M helps identify opportunities and thus avoid making decisions based on time pressure or without sufficient information.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4dec666 elementor-hidden-tablet elementor-hidden-mobile elementor-widget elementor-widget-image\" data-id=\"4dec666\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"800\" height=\"200\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/2026-P2M-Blog-Entscheidungen-ENG-1-1024x256.png\" class=\"attachment-large size-large wp-image-91876\" alt=\"\" srcset=\"https:\/\/www.encoway.de\/wp-content\/uploads\/2026-P2M-Blog-Entscheidungen-ENG-1-1024x256.png 1024w, https:\/\/www.encoway.de\/wp-content\/uploads\/2026-P2M-Blog-Entscheidungen-ENG-1-300x75.png 300w, https:\/\/www.encoway.de\/wp-content\/uploads\/2026-P2M-Blog-Entscheidungen-ENG-1-768x192.png 768w, https:\/\/www.encoway.de\/wp-content\/uploads\/2026-P2M-Blog-Entscheidungen-ENG-1-1536x384.png 1536w, https:\/\/www.encoway.de\/wp-content\/uploads\/2026-P2M-Blog-Entscheidungen-ENG-1-2048x512.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" loading=\"eager\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\"><\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8d187be elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8d187be\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-aeff9f5\" data-id=\"aeff9f5\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2f76838 elementor-widget elementor-widget-spacer\" data-id=\"2f76838\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d13fd6d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d13fd6d\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-68305bc\" data-id=\"68305bc\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ec81f87 elementor-widget elementor-widget-text-editor\" data-id=\"ec81f87\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Instead of overwhelming the sales team with more tools or applications, P2M answers a very crucial question:<\/p><p><strong>How can sales teams make better business decisions?<\/strong><\/p><p>By the time the monthly report or controlling process comes around, it\u2019s already too late. P2M makes the information relevant to purchasing decisions available at the point of sale, exactly when it\u2019s needed. <\/p><p>This is how they are created:<\/p><ol><li><strong>Better decisions.<\/strong><\/li><li><strong>More revenue.<\/strong><\/li><li><strong>Less effort.<\/strong><\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9e56af4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9e56af4\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c64c29e\" data-id=\"c64c29e\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c05c2a7 elementor-widget elementor-widget-spacer\" data-id=\"c05c2a7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-afb9a89 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"afb9a89\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b662fb3\" data-id=\"b662fb3\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8dcad0f elementor-widget elementor-widget-author-box\" data-id=\"8dcad0f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"author-box.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-author-box\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.linkedin.com\/in\/dr-maximilian-kissel\/\" class=\"elementor-author-box__avatar\">\n\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/Maximilian-Kissel-DSC07298-klein-300x300.jpg\" alt=\"Picture of Dr. Maximilian Kissel\" loading=\"lazy\">\n\t\t\t\t<\/a>\n\t\t\t\n\t\t\t<div class=\"elementor-author-box__text\">\n\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.linkedin.com\/in\/dr-maximilian-kissel\/\">\n\t\t\t\t\t\t<div class=\"elementor-author-box__name\">\n\t\t\t\t\t\t\tDr. Maximilian Kissel\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/a>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-author-box__bio\">\n\t\t\t\t\t\t<p>New Business, encoway GmbH<br \/>\n<a href=\"https:\/\/www.linkedin.com\/in\/dr-maximilian-kissel\/\" target=\"_blank\">LinkedIn<\/a> <\/p>\n<p>Dr.-Ing. Maximilian Kissel is responsible for developing the Product-to-Market (P2M) solution at the Bremen-based software provider<br \/>\nencoway.<br \/>\nThere, he combines AI and analytics with CPQ processes to scale profitable growth, drawing on his many years of experience in data-driven portfolio and sales management. Previously, he founded and led an analytics company focused on product mining. His mission is to transform complexity into clarity: Where dynamics and sluggish processes collide, he uses data and technology to ensure transparency, speed, and focus - so that decisions are not just faster, but better. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7621723 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7621723\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a33056c\" data-id=\"a33056c\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-67caa8e elementor-widget elementor-widget-text-editor\" data-id=\"67caa8e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p> <\/p><p><strong>Learn more now:<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5adf84a elementor-grid-1 boxen elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-posts--thumbnail-top elementor-posts--show-avatar elementor-card-shadow-yes elementor-posts__hover-gradient elementor-widget elementor-widget-posts\" data-id=\"5adf84a\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;cards_columns&quot;:&quot;1&quot;,&quot;cards_columns_tablet&quot;:&quot;2&quot;,&quot;cards_columns_mobile&quot;:&quot;1&quot;,&quot;cards_row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:35,&quot;sizes&quot;:[]},&quot;cards_row_gap_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;cards_row_gap_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"posts.cards\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-posts-container elementor-posts elementor-posts--skin-cards elementor-grid\" role=\"list\">\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-89650 page type-page status-publish has-post-thumbnail hentry\" role=\"listitem\">\n\t\t\t<div class=\"elementor-post__card\">\n\t\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/www.encoway.de\/en\/products\/product-to-market-profitably-steering-product-portfolios\/\" tabindex=\"-1\" ><div class=\"elementor-post__thumbnail\"><img decoding=\"async\" width=\"768\" height=\"432\" src=\"https:\/\/www.encoway.de\/wp-content\/uploads\/Product-to-Market-Header-768x432.png\" class=\"attachment-medium_large size-medium_large wp-image-88387\" alt=\"\" srcset=\"https:\/\/www.encoway.de\/wp-content\/uploads\/Product-to-Market-Header-768x432.png 768w, https:\/\/www.encoway.de\/wp-content\/uploads\/Product-to-Market-Header-300x169.png 300w, https:\/\/www.encoway.de\/wp-content\/uploads\/Product-to-Market-Header-1024x576.png 1024w, https:\/\/www.encoway.de\/wp-content\/uploads\/Product-to-Market-Header.png 1500w\" sizes=\"(max-width: 768px) 100vw, 768px\" loading=\"eager\" fetchpriority=\"high\" \/><\/div><\/a>\n\t\t\t\t<div class=\"elementor-post__avatar\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h2 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/www.encoway.de\/en\/products\/product-to-market-profitably-steering-product-portfolios\/\" >\n\t\t\t\tProduct-to-Market: Profitably steering product portfolios\t\t\t<\/a>\n\t\t<\/h2>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Why do sales teams with similar product offerings, comparable customers, and market conditions often achieve completely different results? \u00a0 The answer doesn&#8217;t always lie in<\/p>\n","protected":false},"author":12,"featured_media":91803,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"page_builder":"","footnotes":""},"categories":[56],"tags":[],"download-filter":[],"news-filter":[],"class_list":["post-91850","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.5 (Yoast SEO v28.6) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Sales success: A matter of making the right decisions | encoway<\/title>\n<meta name=\"description\" content=\"Sales success stems from small decisions. 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