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Identifying Potential Clients for 2025: Determine Their Demands, Establish Definite Benchmarks for Success

Struggling with sales in the software and system sector? Consulting firm JustClose proposes a remedy. We inquired business leaders Frederik Jaegers and Andreas May about methods IT companies can enhance sales efficiency. Their verdict: While remote sales are effective even post-Corona,...

Identifying Potential Clients for 2025: Determining Their Desires, Establishing Clear Measures of...
Identifying Potential Clients for 2025: Determining Their Desires, Establishing Clear Measures of Success

Identifying Potential Clients for 2025: Determine Their Demands, Establish Definite Benchmarks for Success

JustClose, a unique marketing and sales agency, has made its mark in the DACH IT sector by combining real-life industry experience with individual 1:1 guidance and tailored approaches. Founded by Frederik Jaegers and Andreas May, the duo met in a building's stairwell, sharing a passion for sales, marketing, and entrepreneurship.

The agency's practical approach integrates marketing and sales in the IT environment, using AI-supported processes to define the Ideal Customer Profile (ICP), create advertising texts/content, enrich lead data with AI, and assist in conversation summaries and follow-up emails.

In today's digital age, IT companies often face challenges in target group analysis. Typical mistakes include defining the target audience based on assumptions instead of solid data, focusing too superficially on demographic characteristics only, and setting the target group too broadly. These errors reduce marketing effectiveness and increase costs. JustClose addresses these issues by providing a data-driven approach, ensuring that marketing campaigns are strategic, effective, and cost-efficient.

The DACH IT sales market is evolving, with three long-term trends shaping the landscape. Remote sales is becoming the new norm, a trust crisis is changing buying behavior, and AI in sales with a human face is on the rise. JustClose prepares companies for these trends by guiding them through digital, standardized, and AI-assisted sales processes.

Key Performance Indicators (KPIs) for measuring the success of a project include revenue and margin per channel/campaign, cost per qualified appointment per channel/campaign, Cost-per-Acquisition (CPA), Cost per Lead (CPL), Click Through Rate (CTR), closure rate per channel/campaign, sales pipeline, and activity KPIs in the team.

In a digital environment, remote sales is already a reality in the IT sector and will likely continue to prevail. JustClose helps companies guide customers more effectively through the sales process in this digital setting. Companies should build trust remotely by offering good storytelling, references, and "no-brainer" entry offers. Simple entry points, independent opinions, and reliable proof like case studies or proof of concept are also essential. Real faces, credible advisors in sales, and individually relevant communication instead of impersonal standard content are key to success.

A typical project with an IT service provider or software house involves understanding the target audience, relevant processes, and the right language. This is followed by refining and optimizing the company's external presence, launching performance campaigns, and systemizing sales through sparring sessions, continuous process optimization, and 1:1 coaching for live selling.

JustClose is more than just a marketing and sales agency. It is a partner that understands the IT sector, leverages AI to drive results, and provides practical, data-driven solutions to help companies thrive in the ever-evolving DACH IT market.

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