Solving the most critical
sales challenges with data
Dr. Franco Arda
B2B Sales & Analytics in Tableau/Salesforce
Customers
A selection of customers I worked with
Daimler-Benz
DHL
Volkswagen
Siemens
Deutsche Bahn
BMW
Infineon
Swisscom
Solving the 3 most critical sales challenges with data
#1 - The sales pipeline looks full - but deals aren't closing
The Challenge:
Pipeline reviews look healthy on paper – but the deals aren’t converting.
Opportunities are aging, stuck in the mid-to-late stages, or inflated by sales reps trying to hit targets.
How do we separate the signal from the noise – and turn the pipeline into actual revenue?
Strategic Sales Intelligence Framework
Analyze
Identify stuck deals, inflated pipeline, and reps with chronic late-stage drop offs
Communicate
Align with the team on what a good pipeline looks like - and how to keep the pipeline honest
Deliver
Shift focus from pipeline size to pipeline quality - and start closing with confidence
“We’re not just counting deals – we’re separating the signal from the noise. That’s how we build a pipeline that closes, not just one that looks good in meetings.”
#2 - 80% of the revenue comes from 20% of the team
The Challenge:
80% of sales revenue comes from a few top performers – and they’re burning out.
Meanwhile, the broader team is underperforming.
How do we scale without losing our best people?
Strategic Sales Intelligence Framework
Analyze
Confirm overreliance on top reps (80% of revenue)
Communicate
Engage managers to validate insights
Deliver
Reduce pressure on top reps and activate low-quote performers with a high win rate
"We're not just identifying top performers - we're uncovering the hidden potential of low-quota reps with high win rates but limited reach. That's our fast track to scalable, sustainable growth. Without losing our top talent.”
#3 - Sales volume is up - but profitability is shrinking
Analyze
Analyze deal mix by rep, product, and segment to identify low-margin trends
Communicate
Align with sales and finance leadershipt on tradeoffs between volume and margin
Deliver
Reshape comp to reward high margin-products and cap comp for low-margin products
"We're not just chasing sales growth – we’re shifting focus to the deals that actually drive profitability. That’s how we turn busy pipelines into sustainable growth. Without rewarding volume at any cost.”
Dr. Franco Arda
Born in Switzerland. MBA from the University of Edinburgh. Began in B2B Sales in investment banking and evolved into a Sales Strategy Consultant with a doctorate in data analytics and hands-on experience in Tableau Desktop, Tableau Prep, Tableau Online, Salesforce, AI (Machine Learning, Open AI, Perplexity), SQL, Cloud, and Excel.
