Service area
Sales in Ghent
Ghent combines a university research engine with heavy industry along the canal zone. Dcraft Of Sales works here with biotech and software companies building their first commercial layer, and with suppliers selling into the procurement departments of industrial sites. Prospecting, sales structure and closing, tuned to a market where the buyer is often an engineer or a researcher. We work remote-first and come over when a deal calls for it.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
The market
Ghent's economy has two clear poles. To the south lies Tech Lane Ghent Science Park, spread over Campus Ardoyen and Eiland Zwijnaarde, where university labs, research centers and spin-offs in biotech, materials science and software sit side by side; those companies sell internationally from day one, often to research departments, with grant calendars setting the rhythm. To the north the canal zone runs from North Sea Port toward Kluizendok, with car assembly, steel production, chemicals and large-scale distribution; there, multi-year supply contracts, quality audits and procurement departments decide who gets in. In between sits a strong digital and creative services sector serving mostly Flemish and Dutch SMEs. One sales story that fits all three does not exist.
The sales reality here
The spin-off pattern shows up a lot in Ghent: a company with a strong technical story, founded by researchers, growing as long as its first customers come out of the founders' own network, and then flattening. The founder is the only person who can sell, the first commercial hire does not last the year, and the pipeline is a list of conversations with no qualification criteria behind them. Along the canal zone the opposite happens: routine orders from long-standing accounts mean nobody really prospects until a contract disappears. Both are missing the same thing, a process that does not depend on whichever person happens to run it.
Business parks and office districts
- Tech Lane Ghent Science Park (Campus Ardoyen)
- Eiland Zwijnaarde
- Kluizendok (North Sea Port)
Six services in Ghent
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AI Lead Generation
Lead generation for Ghent spin-offs and suppliers: research departments are not found in a commercial database, but in open sources.
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High-Ticket Closing
Closing major deals in Ghent: after a successful evaluation or audit, the signature hangs on a budget year and a purchasing team, not on persuasion.
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Outbound & Cold Outreach
Outbound from Ghent: an opening line with substance for research departments, and timed contact with whoever writes the spec in the canal zone.
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Sales (Re)structuring & Selection
From founder-led selling to a sales department in Ghent: capture what the founder does, then qualification and rhythm, and only then hire.
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Sales Automation & CRM
CRM for Ghent technology firms: evaluation and pilot as their own stages, with audit status, contact language, and the founder's knowledge in fields.
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Sales Training & Coaching
Sales training in Ghent: researchers learn to sell without pitching, and commercial people learn to hold a technical conversation that leads somewhere.
Frequently asked questions
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We are a university spin-off at Zwijnaarde and everything still goes through the founder. What comes first?
First, capture what the founder actually does in a conversation: which questions he asks, which objection he removes, why a prospect drops out. That is almost never written down, and it is exactly what a new salesperson lacks. Then we build qualification criteria and a follow-up rhythm, and only then do we hire. A technical market needs someone who can hold a conversation with a research department, and we select for that substance rather than for call volume.
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Does prospecting work toward the companies along the Ghent canal zone?
Yes, but judged on a different yardstick. Buying on those sites runs through approved supplier lists, quality audits and contracts reviewed at fixed intervals; a first conversation rarely turns into an order within the quarter. So we point prospecting at mapping those review moments and the technical people who write the specification, and we make sure the dossier is ready before the request for quotation goes out.
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Our customers are abroad, not in Ghent. Does a local angle even matter?
The approach is not local, but the market you hire and operate in is. Many Ghent research companies sell to buyers in Germany, the United States or Asia while their commercial team sits here and is recruited here. What we set up is that team and that process: qualification, follow-up, closing, and the language it all happens in. Knowing the Ghent labor market and its research environment mainly helps with selection.
Service areas nearby
Ready to take your sales to the next level?
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And then?
If we both see a match, a free deep-dive session of 60 to 90 minutes follows. After that you get a tailored proposal or — if your case calls for it — a paid follow-up diagnosis. No match? Then we simply say so.
One free Sales Diagnose per company. If you do not show up, that free slot is gone.
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