Commercial Excellence
In today’s competitive B2B landscape, sustainable growth requires more than just product excellence. Organisations often struggle to translate their technical capabilities into compelling commercial propositions. Arkaro’s Commercial Excellence programme transforms how sales & marketing teams engage with customers—moving from product-pushing to understanding and addressing true customer needs through a proven, collaborative approach.
Do you recognise any of these challenges?
The outcomes we deliver
- Unclear understanding of customer needs leading to generic value propositions
- Volume-based customer segmentation that fails to address different customer requirements
- Sales teams struggling to consistently close deals despite technical product strengths
- A focus on selling products rather than solving customer problems
- Salespeople relying on relationships rather than demonstrating quantifiable value to customers
- Lengthy decision-making processes with multiple stakeholders delaying or derailing sales opportunities
- Stronger competitive differentiation with compelling value propositions tailored to specific customer segments
- More effective customer engagement based on need-based segmentation rather than volume metrics
- Higher conversion rates and margins through customer-centric selling approaches that move beyond price-based conversations
- Consistent sales performance across regions and team members through standardized methodologies
- Greater market penetration with strategies to expand share of wallet in existing accounts
- Enhanced team capabilities in handling complex customer challenges and sales objections
Our ‘do it with you’ approach means we don’t just deliver recommendations—we work alongside your team through the entire journey. Through Understand, Co-create, Enable, and Sustain phases, we ensure your team develops lasting capabilities while delivering immediate performance improvements. This collaborative methodology creates genuine ownership and ensures sustainable results.
Ready to transform your sales performance? Contact us today to discuss how Arkaro’s Commercial Excellence programme can help your team move from product selling to solution-based customer engagement
Arkaro's Commercial Excellence in Africa
In order to meet better their customer need, Solevo, a provider of agricultural and chemical inputs in Africa, recognised the need to become more customer centric. They decided to train salespeople on a Commercial Excellence transformation.
Stéphane Constant CEO noted “We wanted experienced support to help us with our Commercial Excellence transformation – A team that could rapidly engage with our sales team, secure confidence building quick gains as well as a sustainable value generation for years to come”.
Arkaro has been selected to help Solevo on its Commercial Excellence journey. The sales team learned how to uncover customers’ needs and to develop winning value propositions for sustainable growth : by better understanding the customer needs, with better forecasting sales, by enabling customers to receive the right product at the right time, and therefore generating improved customer satisfaction.
Magaye Niang salesman in Senegal reflected on change journey and how he will approach customers in the future “I believe that this particular training has opened my eyes. This training got me reinvigorated as a salesman. It’s as if I am a fresh salesman again. It’s a new start.”
Matthieu van Bree, Head of Industrial Chemicals says “Having completed the programme we are already looking forward to strong double digit growth with the target customers, and further gains expected in the future as more customers are taken through the programme”.
An internal survey was run several months after the training programme with the following responses.
- 100% respondents – satisfied or very satisfied with the programme
- 100% – the programme has changed behaviours
- 66% – customers interact differently following the programme
- 93% – confident that they have secured new business because of the Commercial – Excellence process
- 93% – confident that they can train the Commercial Excellence process to new colleagues