Cascada: Proactive Opportunity Management
Increase your win rate and improve forecasting accuracy with a structured sales process that empowers your team to proactively develop opportunities and guide customers through their decision-making journey.
What is Cascada?
Proactive Opportunity Development
Shift from “post & pray” to a hunter mindset. Empowering your sales organization this way significantly boosts win rates and shortens sales cycles.
Analytical Insights
By analyzing the buying center, you gain deep customer insights and can tailor your sales story accordingly.
Clear Process Standards Instead of Isolated Skill Training
Cascada Sheets document opportunity and meeting details, guide your team through a proven best-practice process, and enhance cross-departmental collaboration by making opportunity information easily accessible across teams.
Problems Cascada Solves :
Low Win Rates
Struggles to convert opportunities into actual deals
Long Sales Cycles
Decision dates keep getting pushed back, making forecasts unreliable
High Discounts
Excessive price cuts during final negotiations
Inefficient Communication
Too much back-and-forth via email across departments -no single source of truth for opportunity-related information
Lack of Collaboration
Limited cooperation between the sales team and other departments (e.g., engineering, product management).
Benefits of Cascada
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Increased Order Intake
Drive more orders by focusing on the most promising sales opportunities
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Higher Win Rate
Improved success in complex projects with multiple decision-makers
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Shorter Sales Cycles
Faster decision-making, clearer decision dates, and more reliable forecasts
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Deeper Customer Insights
Stronger grasp of customer trends and motives as a basis for marketing actions, innovation projects, and go-to-market strategies.
Less Time Spent with Customers
Sales teams spend more time on internal processes and less in direct contact with customers.
Structured Best-Practice Process
Cascada provides clear guidance to help reps drive opportunities proactively and run effective meetings - while leaving room for individual sales styles.
Positioning as the Customer’s Partner
With Cascada, the customer is at the center. Sales becomes a trusted partner who helps the customer navigate their internal process - crucial, since most deals fail not because of the seller, but due to internal blockers on the customer side.
Sustainable Process
Cascada is a management-driven, coachable process that covers over 90% of the skills needed in modern sales. Cascada denkt als Prozess, der vom Management gesteuert und gecoacht wird. Dabei werden > 90% der im Sales benötigten Kompetenzen abgebildet.
The Meaning Behind the Name
Cascada means waterfall
Just like gravity pulls water relentlessly downward, sales teams using Cascada push their opportunities through the funnel toward closing - with the same steady force and momentum.
Constant Movement
Cascada doesn’t allow opportunities to stagnate in the pipeline. If there’s no movement, we analyze why. Either the opportunity is advanced - or we gain the clarity to step away because it’s unlikely to close.
Next Steps & Clarity
There are always clear next steps to move an opportunity forward. This drastically reduces the number of idle deals and creates transparency about what to expect from each opportunity.
The Cascada Solution
Strategic Opportunity Management (SOM)
A 2-day training focused on the analytical development of sales opportunities
Customer Centric Communication (CCC)
A 2-day training for effective meeting preparation, execution, and follow-up - ensuring clear customer commitments and uncovering open questions
Methodology in Motion (MiM)
A 2-day management training designed to enable internal coaching of the Cascada processes
Implementation Support l
Initial hands-on support for the sales team and leadership, followed by a gradual handover of process coaching responsibilities to the managers
Success Story: Leistritz Production Technology
About Leistritz
Manufacturer of machining and tool systems with locations in Europe, the Americas, Southeast Asia, China, and India, generating €50 million in annual revenue.
Improved Processes
With clearly defined funnel gates and standardized opportunity assessment criteria, sales efforts are focused on the most promising deals.
Higher Win Rates
Tailored solutions instead of multiple variants lead to fewer negotiations and greater customer satisfaction. A deeper customer analysis gives Leistritz a competitive edge.