You lead a sales team.
Assess your readiness for AI and identify the next decisions your team needs to make.
Explore the free AI Readiness CheckSALES × AI × LEADERSHIP
Lead sales with focus.
Put AI to work.
Earn customer trust.
I’m Mario Pufahl, sales expert and Springer Gabler author. I help you set the right sales priorities, make decisions with meaningful metrics and use AI to improve the way your team works with customers.
For CEOs, sales leaders and ambitious teams.
Sales experienceStrategy grounded in implementation
Springer authorPractical knowledge for sales leadership
Digital.DecodedPerspectives on sales, AI and leadership
FIND YOUR STARTING POINT
You work with customers.
Prepare stronger customer conversations and assess your sales opportunities. Start with two free checklists, then deepen your practice with 52 Sales Hacks.
Explore two free sales checklists01 / EXPERTISE
The next step
for your sales organisation.
Get clarity on where to focus — and turn strategic decisions into practical steps for your team.
Sales Strategy
& Performance
Understand where opportunities lose momentum. Together, we sharpen priorities, processes and KPIs so your team focuses on the right customers and activities.
- Clarify your sales model and priorities
- Manage pipeline and KPIs with purpose
- Connect CRM with sales practice
AI in Sales
& Transformation
Invest in AI use cases with a clear business purpose. Identify suitable tasks, missing prerequisites and ways to assess impact and quality.
- Prioritise relevant use cases
- Design collaboration between people and AI
- Define your roadmap, governance and success criteria
Keynotes
& Executive Sparring
Give your leadership team a clearer basis for difficult decisions. Keynotes create a shared perspective; sparring challenges assumptions and turns them into priorities.
- Perspectives on sales, AI and leadership
- Challenge common sales assumptions
- Evaluate strategic choices
WORK TOGETHER WITH A CLEAR OUTCOME
Your starting point.
A practical framework for progress.
Assess sales performance, develop an AI roadmap or challenge your next leadership decision.
ASSESSMENT
Sales Performance Assessment
Identify growth barriers. Improve sales with clear priorities.
Two weeks · Remote
€4,900one-off fee
Excluding applicable VAT
View scope & process ↗WORKSHOP
AI Sales Roadmap Workshop
Turn AI ideas into a roadmap your team can act on.
One day · up to six working hours · Remote or on-site
€4,900one-off fee
Excluding applicable VAT
View scope & process ↗ONGOING ADVISORY
Executive Sales & AI Sparring
Challenge your decisions. Gain an experienced sounding board.
Two 90-minute conversations per month · Remote
€1,500per month · minimum term of three months
Excluding applicable VAT
View scope & process ↗All services are offered to businesses. Fees exclude applicable VAT. Travel and, where needed, accommodation costs are agreed in advance and charged separately. You receive a written proposal after we have agreed on the goal, scope and timing. An enquiry is non-binding and does not create a paid engagement.
02 / ABOUT ME
Sales is
my passion.
I focus on what genuinely improves sales — in leadership, customer conversations and everyday execution.
As a sales expert, author and podcaster, I combine practical management experience with a clear perspective on digital transformation and artificial intelligence.
My books cover sales controlling, sales performance management and digital customer management. Through Sales.Decoded, I share methods, experience and questions that help leaders move forward.
Mario Pufahl
SPRINGER GABLER AUTHOR
Sales expertise.
Explored in depth.
My books turn sales management into practical decisions — from strategy to the metrics that support it.
SPRINGER · 1ST EDITION · 2025
CRM Goes Digital
Design and Use of Digital Customer Interface in Marketing, Sales and Service
Connect digital customer touchpoints across marketing, sales and service. Explore practical approaches to customer experience, AI and digital CRM to guide your transformation.
English-language book · Co-edited by Sabine Kirchem, Martin Stadelmann, Mario Pufahl and David Laux
ISBN 978-3-658-45798-3 (eBook)
SPRINGER GABLER · 6TH EDITION · 2019
Vertriebscontrolling
So steuern Sie Absatz, Umsatz und Gewinn
Build a clear view of sales performance and use controlling to guide focused decisions.
German-language book · Mario Pufahl
ISBN 978-3-658-25351-6 (eBook)
SPRINGER GABLER · 2ND EDITION · 2018
Sales Performance Management
Exzellenz im Vertrieb mit ganzheitlichen Steuerungskonzepten
Connect strategy, organisation, controlling and people in a coherent approach to sales performance.
German-language book · Mario Pufahl
ISBN 978-3-658-23067-8 (eBook)
THE PRACTICAL EBOOK
52 Sales Hacks
Published in 2026
For Successful B2B Sales
Apply new ideas to your daily sales work, with reflection questions, examples and practical implementation guidance.
English · 133 pages · €9.99
Explore the eBook03 / INSIGHTS & PERSPECTIVES
Ideas that
move you forward.
Read, listen and reflect on the questions shaping sales and leadership.
DIGITAL ADVENTURES · IN GERMAN
Sales.
AI.
Leadership.
Make sense of developments in sales and AI, challenge assumptions and discover useful questions for your next leadership decision.
Explore the newsletterSPECIALIST BOOKS
Knowledge grounded in practice.
Sales controlling. Sales performance management. Digital CRM. My publications connect methods with the demands of sales leadership.
Explore my Springer publicationsPUT KNOWLEDGE TO WORK
One topic. A clear next step.
When AI acts in sales, who is accountable?
Define what sales agents may decide, where human approval is needed and which metrics show quality and business impact.
Read the article in English