Aurora
Data-Driven Sales Funnel Management for Capital Goods and Project Business
Bring structure, clarity, and proactive steering into your sales process. Aurora helps sales teams and leaders manage complex capital sales funnels with confidence – leading to better forecasting, improved win rates, and more efficient use of time and resources.
Let’s explore how Aurora could support your sales organization:
- Used by global B2B sales teams across multiple countries and over four continents
- Designed for capital goods sales with long cycles and multiple stakeholders
- 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 Aurora will deal with?
If you’re facing at least one of these challenges, Aurora is likely the right solution for your sales organization:
No Structure in Complex Sales
In boom phases, teams drown in unprioritized leads; in slumps, they lack focus. Without structure, effort is wasted in both scenarios.
Forecasting Without Customer Signals
Too many forecasts are based on gut feeling, not verifiable buying behavior – making planning unreliable and risky.
Lost Deals, No Learning
Opportunities slip away without clear reasons. Feedback loops are missing, and the team can’t improve what it doesn’t understand.
High Effort, Low Impact
Reps spend time on unqualified requests, quoting too early, and filling CRM fields they don’t believe in - leading to high internal costs and low adoption.
No Tools for Long Sales Cycles
Sales cycles over 6 months require early, data-based steering - but most organizations lack the system logic to enable that.
The impact you can expect
Reliable Forecasting
Sales forecasts become more accurate because they’re based on real customer signals instead of assumptions or gut feeling.
Smarter Prioritization
Your team focuses on deals with real buying intent - not just activity - and spends less time on low-potential leads.
Less Proposal Waste
Quoting and demo efforts are only invested when clear buying signals are present, reducing internal cost per offer significantly.
Empowered Sales Leadership
Sales leaders gain a structured overview of funnel health and can steer teams proactively using clear, comparable data.
Improved CRM Usage
CRM becomes a daily working tool instead of a reporting burden - with better data quality and more consistent usage across teams.
Aligned Sales Conversations
Defined funnel gates guide the sales team to ask the right questions at the right time - aligned with how the customer actually buys.
How Aurora solves this
Aurora isn’t just a funnel template – it’s a leadership method. Based on years of global implementation experience, it creates clarity, comparability, and a shared language for opportunity management.
1. Sales Funnel Definition
Aurora embeds your funnel into your CRM - clean logic, clear mapping, and immediate usability for the entire team.
2. CRM Integration
Aurora embeds your funnel into your CRM - clean logic, clear mapping, and immediate usability for the entire team.
3. Management Dashboard
Dashboards (e.g. in Power BI) visualize funnel health, conversion rates, and forecast quality – providing leadership with a reliable decision base.
4. Sales Management Enablement
We train leaders to coach based on funnel signals: identifying stuck deals, spotting risks early, and conducting focused funnel reviews.
5. Hands-on Rollout
We accompany your real sales work, across countries and teams - supporting implementation with coaching, review formats, and custom adaption to your business logic.
What makes Aurora different?
Funnel Logic Based on Customer Behavior
Stages reflect buying signals, not internal steps
Aurora defines each stage by clear buying signals instead of internal sales steps. This avoids false progression and keeps the focus on real deal readiness – not just activity.
From Passive Tracking to Active Development
Reps drive progress instead of waiting for it
Aurora shifts the sales mindset from reporting to opportunity ownership. Reps learn to qualify more sharply, uncover buying dynamics, and actively move deals forward.
A Leadership System - Not Just a Dashboard
Funnel data becomes a tool for coaching and control
Aurora equips leaders to steer, not just observe. Funnel reviews become focused conversations. KPIs become tools for coaching. And data quality becomes a shared responsibility.
The meaning behind "Aurora"
Aurora – the goddess of dawn
Just as Aurora heralds a new day, our sales funnel brings a new way of thinking to sales – one that is grounded in data and clarity.
It marks a shift from hope and guesswork to radical honesty, creating focus, saving time, and making the sales forecast truly reliable.
Is Aurora suited for your needs?
Aurora is suited, if:
- You sell complex capital goods or project-based solutions
- Sales cycles last 3+ months
- Multiple stakeholders are involved in decisions
- You need better forecasting and stronger funnel steering
- CRM adoption and data quality are challenges
Aurora 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
Nativ.ai
At Nativ.ai, Matthias Höfler and his team partnered with scope & solve to bring more structure and clarity into their funnel. Although their sales process was already well-defined, Aurora revealed key blind spots and introduced a shared logic across all stages. As a result, the team gained full visibility from lead to close, improved forecast accuracy, and significantly reduced time spent on low-probability deals. With a stronger focus on qualified opportunities, the entire sales organization now operates with greater precision and efficiency.
Matthias Höfler, Chief Revenue Officer at Nativ.ai
Leistritz Pump Technology
At Leistritz Pump Technology, Markus Schwarte and his team transitioned from intuition-based sales to structured, data-driven funnel steering. With support from scope & solve, they implemented Aurora to define clear stages, align international sales activities, and improve forecast reliability. The funnel logic is now embedded in daily routines and management meetings, enabling consistent tracking from lead to order. As a result, the team prioritizes high-quality opportunities, collaborates more effectively across regions, and exits low-potential deals with greater confidence and speed.
Markus Schwarte, Managing Director at Leistritz Pump Technology
Want to dive deeper into the challenges Aurora addresses? Our blog explores common obstacles in B2B sales and how you can overcome them.
Still have Questions?
How long does implementation take?
First results within 4 weeks. Full rollout typically 3–6 months.
Do we need a specific CRM?
No. Aurora works with any CRM – from Salesforce and Microsoft Dynamics to custom in-house systems. The real value lies not in the system itself, but in how teams use it to manage opportunities with structure and shared logic.
Isn’t this too rigid for experienced sellers?
On the contrary – Aurora provides structure without reducing autonomy.
Will this distract us from selling?
No – it focuses your time on winnable deals and eliminates noise.
How is Aurora different from other sales methodologies?
Aurora changes your system, not just individual behavior. It enables data-based leadership.
Ready to lead with clarity?
