Commercial Consultancy / CRM · B2B

Success story: Salesforce Consultancy (Europe)

How we positioned a boutique Salesforce consultancy as a benchmark in commercial transformation and CRM in the European market

Client profile

Boutique consultancy specializing in Salesforce strategy and implementation, focused on commercial teams at mid-sized and corporate companies. Their main challenge was to differentiate themselves in a highly competitive market and position their consultants as experts in commercial transformation and CRM.

Objective

Position their senior consultants as reference spokespeople in digital commercial transformation, strengthening their visibility among commercial directors, CIOs, sales managers, and decision-makers to accelerate the generation of commercial opportunities.

Strategy implemented

An executive positioning strategy was implemented based on four simultaneous levers:

Thought leadership and media presence

We developed active media management to initiate conversations related to digital transformation, CRM, and sales. Senior consultants began appearing as expert sources in business and technology publications, building sustained thematic authority.

Industry event participation

We designed a strategy for presence at commercial and technology ecosystem events, positioning the spokespeople as speakers and panelists in forums where their target clients—commercial directors, CIOs, and sales managers of mid-sized and corporate companies—are concentrated.

Business podcasts

We identified and managed participation in business podcasts with qualified audiences, allowing the consultants to develop their ideas in greater depth and reach decision-makers in a high-attention consumption format.

Thought leadership on LinkedIn

We activated a permanent editorial content strategy on LinkedIn oriented toward the profiles of the lead consultants, combining industry analysis, case studies, CRM trends, and reflections on digital commercial transformation.

Results (12 months)

• +38 appearances in specialized business and technology media
• 14 participations as a speaker or panelist at industry events
• +160% growth in the LinkedIn audience of the lead spokespeople
• 42 qualified commercial opportunities (SQL) attributed to positioning and thought leadership actions
• 4 new enterprise accounts awarded during the period, directly influenced by the positioning strategy

Impact

The consultancy managed to transform the visibility of its experts into a real commercial asset. Sustained executive positioning over 12 months generated a constant flow of inbound opportunities, reduced dependence on outbound prospecting, and strengthened the company's value proposition against its competitors.

The combination of media presence, events, podcasts, and LinkedIn allowed for the creation of an ecosystem of credibility that directly impacted the sales cycle: clients arrived with greater prior knowledge of the consultancy, reducing friction in the initial stages of negotiation.

Presse's role

Presse designed and executed the executive positioning strategy comprehensively, coordinating all levers—press, events, podcasts, and LinkedIn—under a unified narrative aimed at generating authority, credibility, and commercial opportunities for the consultancy.