Cascada
Proactivity in your Opportunity Management for Complex B2B Sales Processes
Boost your win rate, accelerate deal velocity, and improve forecast clarity by empowering your sales team to proactively develop opportunities and lead your customers through their decision-making process. Cascada will ensure that you always have a healthy sales funnel shape and get the customer commitments you need – or know when to “lose fast” to save your organization’s valuable resources.
Let’s explore how Cascada could support your sales organization:
- Used by global B2B sales teams across multiple countries and over four continents
- Method to unify efforts of sales, engineering, product management & leadership teams
- Used in deals ranging from €50K to €25M+, as well as serial business with €100M+
- Designed for integration in CRM systems and opportunity workflows
What are the challenges Cascada will deal with?
If you have at least one of the following challenges in your sales organizations, Cascada is the method that will help your efforts to get your sales organization to the next level
Pipeline Without Progress
Your funnel appears full – but target achievement remains out of reach.
Unreliable Forecasts
Decision dates shift constantly, leaving sales leaders with unstable projections.
Unknown Loss Reasons
Deals are lost without clarity – and “price” becomes the catch-all excuse.
Chaotic Collaboration
Cross-functional alignment is missing; everyone works from different versions of the truth.
Scattered Customer Insight
Crucial information is hidden in email threads and personal Excel sheets – not in your system.
The impact you can expect
Higher Win Rates
Patrick (LPT): “We now send fewer, but far more targeted offers. Less time lost, more wins.”
Shorter Sales Cycles
Jason (LMC): “We stopped wasting time on low-chance opportunities. Our process is now more efficient.”
Deeper Customer Insight
With CCC and SOM, teams uncover hidden stakeholders and ask smarter questions – leading to tailored solutions.
Stronger Forecasting
More clarity on which deals are real, and which are noise. Leaders can finally plan with confidence.
Less Internal Friction
All participating members of your team speak the same (sales) language and work on the opportunity in the same structure. Everyone knows the next necessary action step.
More Active Selling Time
Reps spend more time advancing deals – less time chasing missing info or fixing internal misfires.
How Cascada solves this
Most teams don’t lose deals due to lack of skill – they lack structure. Cascada introduces a repeatable process that helps teams qualify, plan, and move opportunities forward with confidence. A Unified Framework for Opportunity Success Cascada is a cohesive system built on three elements that work together across sales, meetings, and management:
SOM – Strategic Opportunity Management
Teams learn to assess deal quality, analyze decision structures, and define next steps that move deals forward. It replaces gut feeling with structured action.
CCC – Customer-Centric Communication
Every meeting becomes purposeful. CCC introduces questioning and moderation techniques that help reps uncover buying dynamics and gain true customer commitment.
MiM – Methodology in Motion
Sales managers are trained to coach their teams, challenge opportunity plans, and establish a culture of ownership and consistency.
Templates & Tools
CRM-ready templates ensure consistent documentation and cross-functional transparency – so everyone speaks the same sales language.
Our workflow
Strategic Opportunity Management (SOM)
We structure how your team plans opportunities.
Format: On-site training (2 days)
Your sales team learns how to qualify strategically, analyze buying centers, and define clear next steps – replacing gut feeling with process logic.
Customer-Centric Communication (CCC)
We strengthen your sales conversations.
Format: On-site training (2 days)
Your reps learn how to prepare, guide, and follow up on meetings with structure – gaining real commitment instead of vague interest.
Methodology in Motion (MiM)
We enable your managers to coach with clarity.
Format: On-site training (2 days)
Sales leaders are equipped to challenge opportunity logic, drive funnel reviews, and turn strategy into daily team routines.
To ensure long-term success, Cascada goes beyond training. Teams receive practical templates that embed the methodology into daily work – no extra effort, just seamless alignment with existing tools. And because lasting change doesn’t happen overnight, we stay involved: through regular coaching sessions, we guide your team during real opportunity work, until the new habits take root.
The meaning behind "Cascada"
Cascada means waterfall
Just as gravity pulls water downward with steady force, Cascada empowers sales teams to push opportunities through the funnel toward closing – with the same momentum and consistency.
Constant Movement
Cascada doesn’t allow opportunities to stagnate in the active pipeline. When there’s no movement, we analyze the situation: either the opportunity is advanced, or the team gains clarity that it’s unlikely to close – and can refocus their efforts.
Next Steps & Clarity
There’s always a next step. This principle reduces the number of idle opportunities and increases transparency around where each deal stands and what to expect from it.
Is Cascada suited for your needs?
Cascada is suited, if:
- You sell complex, high-value B2B solutions
- Your average deal involves multiple stakeholders
- CRM only feels like a burden and mandatory documentation tool, not like a powerful support tool for your sales team
- You rely on CRM but lack opportunity-level structure
- Your team struggles with long sales cycles and internal inefficiencies
- You want to enable your managers to lead, not chase updates
Cascada is not suited, if:
- Your sales process is transactional or low-involvement
- Price is your only competitive lever
- Buying decisions are made by a single person in a day
What our clients say
Leistritz Production Technology (LPT)
Patrick Schuka, Head of Sales at Leistritz Production Technology, observed how his team often pursued too many opportunities without clarity on which were truly promising. With Cascada, they introduced a shared structure for planning and decision-making. Today, they send fewer but more targeted proposals, negotiate with clarity, and have significantly improved their win rate – especially in complex, multi-stakeholder deals.
Leistritz Machinery China (LMC)
Jason Lin, Director of Sales at Leistritz Machinery China, explains how their team transitioned from reactive quoting to leading the customer dialogue. Through CCC and SOM, meetings became more strategic, internal collaboration improved, and the team gained a deeper understanding of real customer commitment. The result: more qualified opportunities, clearer forecasting, and wins in key accounts.
Want to dive deeper into the challenges Cascada addresses? Our blog explores common obstacles in B2B sales and how structured methods like SOM and CCC help overcome them.
Still have Questions?
How long does implementation take?
First results within 4 weeks. Full rollout typically 3–6 months.
Do we need specific tools?
No – we provide plug-and-play templates and align with your existing CRM.
Isn’t this too much for experienced sellers?
On the contrary – Cascada helps unify teams and boost even top performers by giving them better structures.
Will this take too much time from selling?
Trainings are built around real opportunities – reps work on live cases and leave with ready-to-implement plans.
How is this different from other sales methodologies?
Cascada is proven, practical, and manager-driven. No fluff, just action and outcomes.
Ready to bring structure to your sales funnel?
