Team Interview
Kevin
Consulting, not selling: Kevin listens, understands, and develops real solutions.
Kevin, how did you end up in sales – and what excited you about it?
Honestly, I’m not really sure myself — and to be honest, I resist being labeled as “Sales.” What excites me is consulting: understanding a problem and creating solutions.
What does consulting mean to you in a sales context – more listening or convincing?
Definitely listening — and especially understanding what the other person is saying. For me, consulting doesn’t really work in a typical sales context. Because if I’m a good consultant, I’ll also advise against our own products or services if the “customer” wouldn’t benefit from them.
You recently became a dad – how do you balance family life with your dynamic job?
Getting up early while everyone else is still asleep. Blocking out quality time intentionally. And working again in the evening when everyone’s asleep. Plus, canceling all social plans. At blu BEYOND, we have the flexibility to manage our schedules, and family is a priority. That makes it possible to balance everything well.
Is there a moment in the sales process that you especially enjoy – or really don’t?
I especially enjoy the moment when you move past the initial “feeling-out” phase, because trust has been built and you can talk openly about challenges and problems. Only when things are discussed honestly can you define a good solution.
In your view, what’s the difference between a good and a truly strong sales consultant?
You’d have to ask a truly strong sales consultant 😄
But I think the difference is that the really strong ones focus on creating solutions and value — not on selling services or products. That should just be a side effect.
Is there a project or deal that stands out in your memory – and why?
The AICA project — an AI-based contract analysis tool. I’m still excited about it on so many levels. First, because we dared to try something new and made a personal and financial investment (GenAI), which was a completely new topic at the time. And second, because we functioned as a fantastic team in this project. Both the client and we communicate on equal footing, without any “politics,” and that’s what leads to long-term success.
If you had to summarize blu BEYOND in one sentence as a sales pitch – what would it be?
We’re always focused on providing good and honest consulting — even if that means we’re not the right fit. That’s why you can trust what we say.
How do you stay motivated when processes drag on or deals become uncertain?
It’s not about the deal or how fast it closes — it’s about designing a solution that brings real value to the customer. Some projects won’t be implemented, and some processes will take longer. But impatience or pressure won’t improve the situation. No matter what decision is made, you should always be satisfied with what you’ve contributed.
What skills do you think are essential to succeed in sales at blu BEYOND?
Solution-oriented and abstract thinking, empathy and honesty, perseverance, and staying curious about new things.
What would you tell your younger self during their first customer interaction?
Stay true to yourself and how you are. That’s exactly right.
Want to shape the future with us?
Then take a look at our vacancies – we look forward to receiving your application!
