Accelerating digital sales by creating fact-based pricing argumentation

What they wanted

Zoover is one of Europe’s main travel websites and market leader in Dutch online travel reviews. To further accelerate sales, Zoover asked SparkOptimus to support the digital sales team by creating a foundation for a fact-based sales approach and by professionalizing core sales processes.

What we did

Based on a thorough partner analysis and market scan, we created a consistent fact-based pricing argumentation for Zoover. Customer segments were defined and a clear pricing structure and strategy per segment was developed, including a list of new initiatives to reinforce Zoover’s negotiation and partnership position. Finally, the new pricing strategy was translated into a pragmatic action plan based on sales potential, while SparkOptimus also supported Zoover in preparing partner negotiations and joined the first talks with main partners.

What we achieved

With the new pricing argumentation & strategy, Zoover’s digital sales team is well-prepared to further accelerate sales. And with the help of SparkOptimus, first partner negotiations already led to positive bottom-line impact.

What they said

By combining relevant digital knowledge & analytical power, SparkOptimus translated insights into practical and operational actions and helped us to realize true bottom-line impact”

– Jane Wolf, Head of Digital Sales Zoover