Michael Tomaschewski-B2B Growth Consultant

Optimization of inbound and outbound processes for lead generation for B2B sales with a focus on prospect data for the software and IT target group

Setting up a structured cold e-mail marketing program for B2B lead generation in the German mid-sized market

Derivation of various optimization measures for inbound growth processes (website, SEO)

Generation of a double-digit number of leads from mid-sized companies through cold e-mail campaigns

Optimization of the CRM system Pipedrive for structured growth campaigns

Building an e-mail marketing system incl. target group strategy, generation of prospect data and consulting on e-mail creation

Integration of selection logic into the CRM system Pipedrive

Sourcing of 20,000 prospect data records incl. 16,000 e-mail addresses from LinkedIn

Generation of several leads and new customers through e-mail marketing

Development of a hunting concept for a data-driven approach to corporate customers in the SME (Small and Medium Enterprise) and LE (Large Enterprise) segments via personal sales and outbound channels

Consulting on the purchase, further processing and qualification of prospect data

Salesforce consulting (creating reports, defining requirements, implementation)

Consulting the B2B sales management on campaigns for new customer acquisition

Development and rollout of a new size scoring system to assess the attractiveness of prospects as an alternative to replacing employee count as the main indicator

Design, creation and execution of a quantitative survey of 70 B2B sales employees to develop best practices in B2B sales and derive actions

Successful introduction of a cloud-based go-to-market platform for B2B sales incl. negotiation, alignment with legal/data protection and user rollout/training

Management of data-driven go-to-market processes for approaching business customers in industrial areas

Setup of a system for selecting campaigns for outbound, D2D, and direct or indirect sales

Product Owner for crawling, enrichment, and qualification of Google prospect data; management of a technical data mining service provider

Product Owner for developing a solution to visualize availability data and potential for internal and external sales partners

Direct and regular consulting of the CCO

Implemented a concept for cost-optimized sourcing of Spanish B2B prospect data

Intelligent segmentation of sales territories for direct or indirect sales

Introduction of the Pipedrive CRM system for the B2B sales team

Functional responsibility for the Sales Planning & Campaigns areas with four direct reports

Planning, management, and execution of all direct marketing campaigns (whitemail, outbound, email, sales-in-service, and personal sales) in the existing customer and new customer segments in B2B, with annual volumes in the seven-figure range

Creation of data analyses (Excel, SAS EG, SQL, Power BI) and derivation of sales measures

Development and introduction of a B2B customer segmentation strategy

Campaign management including import and update of potential data within Salesforce

Project lead for B2B CRM during GDPR implementation (opt-in management, lead management)

Management of numerous direct marketing campaigns around the merger with Vodafone GmbH

Creation of market analyses for purchasing and design of a process for the permanent integration of prospect data with a budget in the six-figure range, doubling the available potential

Active development of marketing concepts in the business customer segment, doubling revenue between 2017 and 2019

Intelligent segmentation of sales territories for 14 direct sales employees

Design of data processes around telesales campaigns with more than ten service providers and annual orders in the high five-figure range

Conceptual steering of the go-to-market strategy for the launch of the e-commerce software VIA-eBay

Development and implementation of a lead generation concept for key account managers through whitemail, outbound, and online marketing measures

Functional leadership of key account managers and external outbound telesales agents

Responsibility for cost-efficient procurement of prospect data from German online retailers

Development of a scoring model to assess the revenue potential of leads

Sales-focused optimizations in the vtiger CRM system

Increased external sales (GMV) of VIA-eBay customers from 0 to over €75 million with annual growth of more than 100%

Implemented direct marketing measures with double-digit response rates

Key account management for major sales partners for electronics insurance with annual revenue in the double-digit million range

Partial project lead for the launch of car insurance for digital sales: optimization of customer processes along the entire customer journey

Won the AXA Innovation Award in the Sales and Online Initiatives category for project management during the launch of a new product

Preparation of an empirical diploma thesis on approaches to creating an international product group plan in retail (grade: 1.7)

Creation and evaluation of a questionnaire with 400 responses from Metro buyers in 26 countries

Awarded by METRO Cash & Carry for the diploma thesis