Diagnosing Your Industrial Sales through the MIS Model
Modern Industrial Sales Assessment
Selling costs
-20%
40%+
hot leads after each presentation
+10
Let's work on your plan!
Modern Industrial Sales
Assessment
- Are you planning to develop your industrial sales and looking for an expert, external perspective?
- Would you like to generate leads more easily, shorten your sales cycle, and build client trust instead of constantly chasing new leads?
- Do your sales presentations and client conversations need a fresh, modern touch?
The OceanBerg Assessment is a comprehensive diagnosis of sales effectiveness, productization, and B2B industrial marketing — conducted using the Modern Industrial Sales (MIS) methodology.
We help industry-oriented companies identify the barriers that limit their growth and co-create a plan to build a modern, repeatable, and scalable sales model.
Fundamentals of the Modern Industrial Sales Methodology
Why It’s Worth Doing
The MIS Assessment offers a practical, independent look at your industrial sales system.
It’s a collaboration with people who have built and led industrial sales organizations — not just studied them.
The assessment identifies your growth opportunities and structures them into a clear, actionable plan:
👉 Discover which elements slow down your new customer acquisition
👉 Receive a clear roadmap for corrective and developmental actions
👉 Learn how to increase the share of inbound sales
👉 Identify which products or services need to be better defined or “packaged” (productization)
👉 Get expert input on how to redesign your customer journey through your offering
👉 Receive recommendations on how to strengthen binding services that build trust (“Hamsters”)
👉 Get practical advice from presentation experts on how to engage clients and hold their attention
👉 Understand how to improve sales team well-being and efficiency
Let’s assess your company’s Sales Maturity Level together
Take the action!
Find out where your sales system stands today.
Fill out a short form or schedule a free consultation meeting with one of our experts.
👉 Book a discovery call today! - Contact
If you want to dig a bit more on your own for now:
👉 Read about sales system maturity - Substack post
👉 Read about the secret spells of consultative selling - Substack post
Why OceanBerg?
OceanBerg is a specialized advisory and training platform bringing together seasoned practitioners — experts who have spent years developing companies that deliver products and services to industry.
We are not career consultants. We became advisors after years of leading real industrial businesses, staying close to the latest market developments.
Our team includes former company owners, sales directors, and business unit leaders at national, European, and EMEA levels.
For years, we’ve supported industrial solution providers. Our PSP matrices and the Modern Industrial Sales methodology are used both during assessments and later by our clients as internal tools.
We work with clients who want to focus on:
- Shortening their sales cycles
- Increasing repeatability and scalability of commercial activities
- Strengthening expert positioning on the market
- Building stronger client trust and retention
- Developing consultative sales capabilities
- Improving collaboration with clients — helping them become true heroes within their organizations
Who is it for?
- B2B companies selling products or services to the industrial sector
- Industrial advisors willing to sell more to customers
- Organizations that want to structure their sales processes and improve overall commercial efficiency and market presence
The Outcome
After completing the assessment, you will receive:
- A Sales System Maturity Matrix and Report showing your company’s performance across key dimensions
- A list of development priorities and short- and mid-term improvement actions
- A market benchmark – comparison with organizations of similar profile
- Tactical and strategic recommendations for productization, inbound marketing, and sales team development
How It Works
- Preparation Meeting – a short online session to define goals, scope, participants, and expectations with project sponsors
- Review of Input Materials – analysis of materials provided by the client by the OceanBerg assessment team
- On-site / Hybrid Assessment – structured interviews, data review, and short surveys among sales, marketing, operations, and management representatives (hybrid or online)
- Report with Recommendations – a clear document summarizing key findings and recommendations
- Workshop & Discussion of Results – joint session to review results, define priorities, quick wins, and short-, medium-, and long-term actions
Typical timeline
- Preparation meeting: 1–2 hours
- Providing input materials: 1–3 weeks
- Assessment at the client: interviews, data analysis, and short surveys (3–4 working days, hybrid or online)
- Report with recommendations: delivered within 3–5 working days
- Results workshop: 4–8 hours, focused on prioritization and building an action plan
Key Areas of the Modern Industrial Sales Assessment
The OceanBerg Assessment covers a broad range of industrial sales and marketing topics.
Specific focus areas are always tailored to the client’s needs during a pre-assessment meeting.
We typically analyze the following dimensions:
- Strategy & Productization – your business strategy, its translation into productization, customer development paths, and related sales processes
- Maturity of Sales & Marketing Processes – how well-defined, coordinated, and data-driven your processes are (lead generation, qualification, offer, closing, CRM, RASCI, reporting)
- Effectiveness of Direct Sales – quality of client dialogue, value-based selling, use of SMEs (Subject Matter Experts), and consultative selling effectiveness
- Quality of Offer Presentations – attractiveness, customer focus, storytelling, and ability to engage the audience within 10–15 minutes
- Inbound Sales – structure and performance of inbound lead generation and handling by the sales team
- Sales Cycle Length & Efficiency – analysis of the average sales cycle and the factors that impact it
- Sales Team Well-being – evaluation of factors that influence motivation, engagement, and long-term performance
- Understanding & Segmentation of Industrial Clients – analysis of client needs, problems, buying paths, and buying power (linked to OceanBerg’s PSP matrix – “Power”)
- Integration of Marketing, Sales & Operations – quality of process flow and collaboration across departments serving the client
- Systems & Technologies – quality of data, CRM systems, reporting, use of AI in the sales process, and presence in AI-driven industrial databases (future search visibility)
- Sales Effectiveness – review of KPIs, performance analytics, and recommendations for new performance targets
- Scalability & Repeatability of the Sales Model – whether your sales and productization model can scale easily to new people, markets, or product lines without rebuilding from scratch
Why the MIS methodology?
We do not sell you software - The methodology is agnostic in terms of software or sector, meaning it does not limit itself to selling specific IT solutions or focusing on a particular industry.
Product universality - The methodology is suitable for sales teams dealing with services, products, software, or a combination of the above.
Clear indication of Where to Start - Start with the Assessment or training and workshops “Modern Industrial Sales Presentation” - it's a kind of test drive combined with immediate feedback and initial actions for improvement. According to the principle “Show me how you present it, and I will tell you how sales work in your company…” we will suggest to you or your entire team what can be changed as an action here and now, so that your offer generates immediate interest after each presentation. And of course - what, according to OceanBerg experts, can be considered in the future in terms of productization, Go-To-Market strategy, or sales methods.
The methodology is not a bulky playbook that often later becomes useless. The methodology offers comprehensive and straightforward practical materials, including training resources, tools, workshops, matrices, posters, and a playbook adjusted with your team.
Practicality - Developed by practitioners who have created products and services, sold both small and multi-million contracts independently, as well as in collaboration with their teams. The authors are not just sales consultants - they are entrepreneurs and sales managers - their main professional achievement is not becoming a consultant or trainer, but the real value of achievements in business - real products and services that they have positioned in the market and scaled sales.
Industry - The methodology is focused on Sales in the industry - that is, for those whose recipients are the industry, companies providing professional services, or large asset operators, including infrastructure.
Proven value - The authors of the methodology have led to the development and sales of their companies, which have reached levels interesting for funds or strategic investors.
Highlights of the Modern Industrial Sales methodology - Contemporary Sales in Industry
Inbound sales - our methodology implements the philosophy of increasing the share of inbound and passive sales through the appropriate combination of all elements of the methodology.
Short sales cycle - the MIS methodology involves integrated actions aimed at shortening the time from contact to sale.
Simplicity and logic - The methodology is simple and effective, logical and transparent, easy to adapt within the organization, including in the Train the Trainer formula.
Wellbeing and presentation - The MIS methodology addresses issues of the wellbeing of the sales team and methods of effective presentation of the offer, which is an exception compared to other methods and actions offered on the market.
Would you like to download the matrices in higher resolution? write to us and we will send it to you >>
PSP Matrices
- MIS methodology elements
PSP matrices, or "OceanBerg matrices", visualize significant dependencies in sales and productization. They are tools that support the creation of strategies and the definition of product (and service) matrices, aimed at achieving the right balance between active and inbound (as well as passive) sales and designing the customer development path through your services/products.
- P - Productization - Product
- S - Sales Cycle - Sales Cycle
- P - Purchasing Power - Buying Power (Drive)
Make it easier for your team.
Experience
Coaching profession
We simply know how to train. We have conducted over 1000 training sessions and workshops for teams within the companies we worked for, as well as acting as external consultants and trainers. We have developed a solid methodology for conducting training and workshop work, which in itself is a value!
We worked in small, medium, and large companies.
Our consultants have experience in productization, shaping sales strategies, direct sales, marketing, and very effective presentation. During the conversation, we will be happy to present our profiles and experience.
We solve real problems
Do you have the impression that sales trainers and consultants are stating the obvious?
You don't have the energy to smile while thinking about your goals and the chances of achieving them anymore?
Well-being of the sales staff is gradually declining?
Is the sales cycle too long? Do you feel it could be shorter?
Sales doesn't know how to do "prospecting" (finding clients)?
Burnt energy and money?
+48 505 173 493
info@oceanberg.com
OceanBerg Sp. z o. o.
ul. Twarda 18
Warsaw, 00-105
Poland, Central Europe
OceanBerg specializes in dedicated and open-enrollment training for B2B industrial sales staff, and business advisory for companies providing services and products to industrial and corporate customers.
Copyright @ OceanBerg Sp. z o. o.