Marco Paffenholz-Change Management, Sales Development, Transformation, Sales Expert
Check rate
Experience
Change management, sales development for selected financial services
Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH
- Development and operational implementation of effective pre-sales activities for new customer acquisition
- Operational development and implementation of best-practice conversation strategies
- Process development and process optimization
- KPI measurement, regular communication
- Coaching of the sales employees and managers involved
- On-the-job telephone training with "demonstrating" in customer conversations
- On-the-job sales coaching for sales with "demonstrating" in customer conversations
- Change management of pre-sales activities
Increase revenue in Sales and After Sales
VW Autohaus von Keitz GmbH & Co. KG
- 3 years interim setup, development and leadership of Customer Service, BDC with professional and disciplinary responsibility, relevant KPIs as well as motivation and control to achieve goals and improve results for Sales & After Sales
- Consulting and restructuring of service processes for various service offerings
- Restructuring of leadership and control of field sales B2B
- Restructuring of sales KPIs and regular communication for management and sales leadership, also for controlling field sales
- Setup, development and coaching of dialog marketing
- Acquisition training for field sales consultants B2B
- Sales manager training for motivating leadership of field sales representatives with sales KPIs
- Telephone training for Sales, After Sales, parts department, dialog marketing
- On-the-job sales coaching for Sales, After Sales, parts department with "demonstrating"
- Potential coaching with clear focus on status, deltas and development steps for sales employees and managers
- Sales training with emotional benefit arguments
- Project management for group-wide implementation discipline
- ~ € 50 increase in revenue per vehicle invoice with full-service package
900% sales increase in air-conditioning maintenance, from 50 to 500 per year
200 units annual sales performance of newly introduced air-conditioning cleaning, 0 to 200
Increase revenue in Sales and After Sales, build in-house dialog marketing
Mehrmarken Autohausgruppe DRESEN
- 5 years interim setup, development and leadership of Customer Service, BDC with professional and disciplinary responsibility, relevant KPIs as well as motivation and control to achieve goals and improve results for Sales & After Sales and B2B sales
- Restructuring of leadership and control of field sales B2B
- Restructuring of sales KPIs and regular communication for management and sales leadership, also for controlling field sales
- Acquisition training for field sales consultants B2B
- Sales manager training for motivating leadership of field sales representatives with sales KPIs
- Mapping the customer journey in the existing CRM
- Consulting, identifying and restructuring sales processes in Sales & After Sales, especially in customer focus
- Introduction of air-conditioning cleaning
- Acquisition and sales training in the B2B segment
- Customer orientation training "The customer for life"
- Telephone training for Sales, After Sales, parts department, dialog marketing
- On-the-job sales coaching for Sales, After Sales, parts department
- Sales coaching on the job with "demonstrating" in customer conversations
- Consulting, identifying sales potential among existing customers in Sales & After Sales and realizing the potential
- Potential coaching with clear focus on status, deltas and development steps for sales employees and managers
- Interim sales management B2B sales with professional and disciplinary responsibility as well as involvement in the application process for new employees
- Restructuring of own warranties, insurance and customer retention tools for revenue growth and longer customer loyalty
- Consulting and implementation support for operational GDPR implementation
- Employee training on GDPR implementation
- Compensating revenue declines caused by e-mobility with neglected service offerings
- Project management for group-wide implementation discipline, control and monitoring of necessary information from relevant departments and external service providers
€ 8,740,000 increase in revenue in After Sales from 2014 - 2020
6,700 service appointments per year through follow-up calls to non-responders after service reminders, with over 26% appointment rate and over € 2,100,000 revenue
400% sales increase in air-conditioning maintenance, 1,000 to 5,000 per year
- 5,000 units annual sales performance of newly introduced air-conditioning cleaning
Increase revenue in Sales and After Sales, build in-house dialog marketing
Mehrmarken Autohausgruppe Schönauen
- 4 years interim setup, development and leadership of Customer Service, BDC with professional and disciplinary responsibility, relevant KPIs as well as motivation and control to achieve goals and improve results for Sales & After Sales
- Restructuring of leadership and control of field sales B2B
- Restructuring of sales KPIs and regular communication for management and sales leadership, also for controlling field sales
- Acquisition training for field sales consultants B2B
- Sales manager training for motivating leadership of field sales representatives with sales KPIs
- Mapping the customer journey in the existing CRM
- Consulting, identifying and restructuring sales processes in Sales & After Sales, especially in customer focus
- Acquisition and sales training in the B2B segment
- Customer orientation training "The customer for life"
- Telephone training for Sales, After Sales, parts department, dialog marketing
- On-the-job sales coaching with "demonstrating" in Sales, After Sales, parts department
- Consulting, identifying sales potential among existing customers in Sales & After Sales and realizing the potential
- Potential coaching with clear focus on status, deltas and development steps for sales employees and managers
- Interim sales management B2C sales with professional and disciplinary responsibility as well as involvement in the application process for new employees
- Restructuring customer data management and customer satisfaction
- Employee training on handling and implementing GDPR
- Compensating revenue declines caused by e-mobility with neglected service offerings
- Project management for group-wide implementation discipline, control, monitoring of necessary information from relevant departments and external service providers
€ 175,000 increase in annual revenue in After Sales
400% sales increase in air-conditioning maintenance, 200 to 1,000 per year
500% sales increase in air-conditioning cleaning, 100 to 600 per year
Opel SME initiative for dealers
Adam Opel AG, MC Trademarketing GmbH
- Consulting and coaching for the holistic alignment of dealers towards commercial customer sales, small fleet segment
- Adaptation of all relevant processes to the manufacturer’s requirements: customer acquisition, customer data management, product portfolio, conditions, financing types, vehicle ordering, report codes, vehicle delivery, workshop service, marketing measures
- Consulting, design and implementation of sales processes, sales control, KPI measurement, regular communication and competitions
- Acquisition training for business customer sales consultants B2B
- On-the-job telephone training with "demonstrating" in customer conversations
- On-the-job sales coaching for sales with "demonstrating" in customer conversations
- Consulting, identifying sales potential among existing customers in Sales & After Sales and realizing the potential
- Further development of the introduced CRM for error-free Customer Service processing
10.4% market share, increase from 7.6% market share of the dealers supported
Increase sales performance in sales and telesales
Soloplan GmbH
- Interim setup, development, and management of telesales with professional and disciplinary leadership, relevant KPIs, as well as motivation and control to achieve targets and improve results
- Design and need-based updates of call guides with emotional benefit arguments for sales and telesales
- Restructuring of leadership and management of field sales nationally and internationally
- Restructuring of sales KPIs and regular communication for management and sales leadership, also to monitor field sales
- Consulting on the further development of the existing CRM for a better mapping of the customer journey
- Acquisition training for KAM, field sales consultants in B2B sales
- Sales manager training on motivating leadership of field sales reps using sales KPIs
- Potential coaching with clear focus on status, deltas, and development steps for sales employees and managers
- Further development of the sales strategy from product selling to consultative conversations with process analysis and value selling with benefit and value communication
- Phone trainings for sales, service, and telesales in the B2B segment
- On-the-job sales coaching for sales and telesales in the B2B segment
- On-the-job sales coaching with "showing how it's done" in customer meetings in the B2B segment
- Further development of the existing CRM for efficient and error-free customer handling in customer service
40% increase in qualified leads in telesales
25% increase in qualified customer meetings in sales
Change management in sales: build B2B sales department
Autohandel Gebr. van Eupen GmbH
- Setup, development, and coaching of the sales of passenger cars and commercial vehicles to business customers
- Temporary sales management of the department
- Development and implementation of relevant sales processes
- Mapping of the customer journey in the existing CRM
- Operational leadership, management, and control of field sales reps in B2B
- Sales KPIs and regular communication for management
- Acquisition training for field sales consultants in B2B
- Consulting, design, and implementation of sales processes, sales management, KPI measurement, regular communication, and competitive analyses
- On-the-job phone trainings with "showing how it's done" in customer meetings
- On-the-job sales coaching for sales with "showing how it's done" in customer meetings
- Potential coaching with clear focus on status, deltas, and development steps for sales employees and managers
- Consulting, identification of sales potential with existing customers in sales & after sales and realization of potential use
- Handover of sales management to the successor
- 25% increase in sales compared to the previous year
- 142 vehicles sold in the period
- 500 offers in the period from 1,400 personal and 1,200 phone contacts
- 1,200 qualified leads from 4,300 lead contacts
Stabilize revenue in after sales due to expected decline from e-mobility
Daimler AG, Mercedes Benz Niederlassung Stuttgart
- Consulting and restructuring of service processes for air conditioning disinfection, air conditioning maintenance, and UVV inspection
- Definition of tools and meetings for sustainable employee leadership and motivation
- Sales coaching for customer service advisors with "showing how it's done" in customer meetings
75% increase in sales of relevant service offerings
Introduce CRM and systematic customer handling
Elspass Autoland GmbH & Co. KG
- Introduction of a CRM including error analysis for flawless customer handling
- Definition of relevant data maintenance in the CRM
- Ongoing coordination with IT and the CRM provider
- User training for operating the CRM
- Mapping of the customer journey in the existing CRM
- Sales trainings for systematic customer approach including data and contact maintenance in the CRM
Stabilize revenue in after sales during the pandemic
Mercedes Benz Autohausgruppe
- Consulting and design of the processes for introducing air conditioning disinfection
- Definition of tools and meetings for sustainable employee leadership and motivation
- Implementation across the entire dealer group
- Online sales trainings with all involved managers and employees in service and dialog marketing, BDC
- Follow-up phone coaching with all involved employees and managers to ensure ongoing implementation
- Project management for group-wide implementation discipline
€ 49,000 increase in revenue in 2 months
Increase sales performance in dialog marketing
UGW AG
- Consulting and restructuring in dialog marketing during the execution of customer orders in the B2B segment
- Developing call scripts with emotional benefit arguments
- Telephone training for dialog marketing in the B2B segment
- Sales coaching on the job with “showing how it is done” in the B2B segment
- Train-the-trainer with call center coaches for feedback and goal talks with agents and “showing how it is done” for effective phone calls
- Consulting on further developing the existing CRM to better map the customer journey
- Training project managers in measuring and leadership with KPIs, recruiting suitable employees, regular communication
20% performance increase in quantitative lead generation
40% performance increase in qualified leads with need and purchase timing
Increase revenue and profitability in after sales
Volvo Autohaus AutoNova
- Consulting and restructuring of service processes for air conditioning disinfection, air conditioning maintenance and safety inspections
- Identifying and using untapped potential in full-service packages
- Sales coaching on the job with “showing how it is done” in customer conversations
- Sales training with emotional benefit arguments
- ~ € 200 revenue increase per leased vehicle with Volvo full-service package
€ 51,000 annual revenue increase
Industry experience
See where this freelancer has spent most of their professional time.
Experienced in Information Technology, Transportation, Automotive, Banking and Finance, and Professional Services.
Business area experience
See which departments and functions this freelancer has contributed to most.
Experienced in Sales, Customer Service, Marketing, Project Management, and Operations.
Summary
For more than 25 years, in different industries, I have been responsible for transformations in Sales, Pre-Sales and After Sales with significant increases in sales performance, in specific areas as well as in a holistic direction. As a Sales Creator, I identify hidden revenue potential, friction losses and system weaknesses in the entire sales process of companies with full commitment. In coordination with management, I initiate the necessary changes to make full use of the company’s existing strengths. In doing so, I ensure not only quick wins, but also lasting development for productive and smooth processes with a WIN-WIN goal. This benefits companies, employees and customers alike. As a doer, I speak inspiring plain language without high-flown talk. As a team player, I always align my actions as your partner on equal footing. If desired, I personally set an example of successful customer and employee communication at any time. I take over "sales conversations" in practice. This avoids "typical" seminar effects and lowers barriers to behavioral change.
Skills
Processes
Sales In Sales And After Sales
Sales In Telesales, Dialog Marketing
Operational Training On The Job
Training Sales Consultants In Field Sales B2b
Acquisition Training For Field Sales Consultants B2b
Acquisition Training For New Customer Acquisition
Acquisition Training At Management Level
User Training For The Implementation Of Dms/ Crm Systems
Potential Coaching With Clear Focus On Status, Deltas And Development Steps For Sales Employees And Managers
Performance Coaching In Sales With Responsibility For Results
Motivation Training Fish! For Managers And Employees
Sales Training With Emotional Benefit Arguments
Sales Training For Cross-Selling And Upselling In Sales & After Sales
"Demonstrating" Desired Sales Success In Real Customer Conversations
Sales Training For Active Existing-Customer And Market Management
Telephone Training For Sales, After Sales And Telephone Marketing
Sales Manager Training For Motivating Leadership Of Field Sales Representatives With Kpis
Consulting - Process And Sales Expertise
Restructuring Of Leadership And Control Of Field Sales B2b
Restructuring Of Sales Kpis And Regular Communication For Management And Sales Leadership, Also For Controlling Field Sales
Restructuring Of Sales Processes In Sales And After Sales
Implement Digital Processes, Partly Automate Them
Introduction And Further Development Of Dms And Crm Systems
Designing Successful Conversation Strategies For Sales, After Sales And Bdc
Building And Developing Bdc, Telesales For Sales & After Sales
Restructuring Used-Car Management, Purchasing And Marketing
Restructuring Gdpr: Documentation, Mapping In Dms & Crm, Obtaining Customer Consent, Employee Training
Restructuring Customer Retention Tools, Warranties, Insurance
Project Management For Consistent Implementation Discipline, For External Service Providers
Interim Management
Sales Management Of Sales Employees With Professional And Disciplinary Responsibility, Relevant Key Figures As Well As Motivation And Control To Achieve Goals And Improve Results
Leadership Of Customer Service – Bdc With Professional And Disciplinary Responsibility, Relevant Key Figures As Well As Motivation And Control To Achieve Goals And Improve Results
Employees In Sales & After Sales And Dialog Marketing, In Customer Contact
Key Account Manager, Field Sales Representative
Regional Manager, Service Manager, Sales Manager
Manager, Managing Director, Board Member
Automotive
Banks, Financial Services And Insurance
Dialog Marketing
Wholesale And Retail
Gastronomy
Beverage Industry
Real Estate
Software, It
Spark And Ignite: Enthusiasm With Spreading Sparks
Live And Lead By Example: Inspiring Role Model With Driving Motivation
Adapt And Identify: Affinity With Sensitive Empathy
Delegate And Lead: Team-Oriented With Transparent Goal Tracking
Do And Act: Burning Passion With Disciplined Activity
Develop And Plan: Inspiration With Head Cinema For The Heart
Perform And Realize: Productivity With System Efficiency
Think And Aim: Creative Strategy With Limitless Vision
Sales Coaching With "Demonstrating" For Sustainable Behavioral Change: Selective Takeover Of Real Customer And Sales Conversations For Motivating Learning Transfer Without Inhibitions, With "Real" Sales Performance
Sales Bang ® Method For Lasting Growth: Creating Performance Coherence Through Professional, Factual And Matching Energetic-Emotional Development
E-Mobility In After Sales: Proven Solutions To Stabilize Revenue Due To Declining Business Caused By E-Mobility
Languages
Education
Commerzbank AG
Bank clerk
Certifications & licenses
Trainer Lecturer
RED Consult GmbH
Statistics
Experience
Expertise
Qualifications
Profile
Frequently asked questions
Have questions? Find more information here.
Marco is based in Wuppertal, Germany.
Marco speaks the following languages: German (Native), English (Intermediate), Latin (Elementary).
Marco has at least 23 years of experience. During this time, Marco has worked in at least 5 different roles and for 6 different companies. The average length of individual experience is 4 years and 9 months. Note that Marco may not have shared all experience and actually has more experience.
Based on recent experience, Marco would be well-suited for roles such as: Change management, sales development for selected financial services, Increase revenue in Sales and After Sales, Increase revenue in Sales and After Sales, build in-house dialog marketing.
Marco's most recent position is Change management, sales development for selected financial services at Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH.
In recent years, Marco has worked for Sozialbank, Bank für Sozialwirtschaft, Grey Solutions GmbH, VW Autohaus von Keitz GmbH & Co. KG, Mehrmarken Autohausgruppe DRESEN, Mehrmarken Autohausgruppe Schönauen, and Soloplan GmbH.
Marco is most experienced in industries like Information Technology, Transportation, and Automotive. Marco also has some experience in Banking and Finance and Professional Services.
Marco is most experienced in business areas like Sales, Customer Service, and Marketing. Marco also has some experience in Project Management and Operations.
Marco has recently worked in industries like Information Technology, Transportation, and Automotive.
Marco has recently worked in business areas like Sales, Customer Service, and Project Management.
Marco attended Commerzbank AG for Bank clerk.
Marco has 1 certificate: Trainer Lecturer.
Marco is immediately available part-time for suitable projects.
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Average rates for similar positions
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The median daily rate is the middle value of all daily rates — half of comparable freelancers charge less, half charge more. Unlike the average, it is barely affected by outliers.
Calculated based on our freelancers’ daily rates as of 6 Sep 2026. Actual rates may vary depending on seniority level, experience, skill specialization, project complexity, and engagement length.
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