Events: ++ Executive Evaluation Workshop August 24th 2017 in Fulda ++ VDI – Stuttgart: Selling in Industry 4.0 Environment – The Buyer 2.0: Sweet Spot to Increased Revenue and Profitability +++

OUR RESPONSE:

0e. Verkäuferrollen IconNEW SALES ROLES AND A CONVERSATION MODELING SYSTEM©

Opening The Door To Increased Revenue.

With the new 2.0 sales roles, we will help you develop the selling skills required to accelerate the 2.0 buying cycle through value-based messaging and conversation models that align to the new buying journey.

new Sales Roles

What is new? What do we differently?

From Product To Value. From Push To Pull. From Price To Profit.

FOCUSING ON BUYER 2.0
FOCUSING ON BUYER 2.0

The focal point of the Code | 21 sales methodology and concepts are the new Behavior and Decision Patterns of today’s decision-maker as well as the new paradigms of Buyer 2.0 markets and Industry 4.0.

CYBERNETIC CONVERSATION MODELS
CYBERNETIC CONVERSATION MODELS

The ability to drive the right conversations with the buyer is key to successfully sell to today’s buyer. Therefore we focus on a Conversation Modeling System© to develop value-based sales conversations underlying neuro-scientific findings about how Buyers make decisions.

SALES ENABLEMENT FRAMEWORK
SALES ENABLEMENT FRAMEWORK

Our Sales Enablement Model enables the development of Messaging Elements and Collaboration Tools (SALES-KITS© together with your Product Management and Marketing Teams. Consistent Sales Intelligence is shared with your entire sales team rapidly, leading to increased performance.

Code 21

BUYER 2.0 MARKETS   |   INDUSTRIE 4.0 SCENARIOS

 
IN PARTICULAR TO EXPAND and re-align traditional sales methodologies just like

Solution Selling, Miller Heiman, TAS and others

or to improve an existing sales process already implemented with Salesforce, Microsoft-CRM etc.
 
ADJUST WHAT YOU HAVE AND UNLOCK ITS FULL POTENTIAL.

Let‘s discuss !

Which Type of Market Do You Cover?

Our SKILLS LIBRARY covers over 50 skills required to succeed in today‘s 2.0 markets. Through this catalogue, and based on your sales model, we will define the specific set of skills required for your sellers to win in your specific markets.

PROJECT-ORIENTED SOLUTION SALES of capital investment The challenge is to manage long and complex sales processes effectively and to convince a multi-person decision committee in highly competitive sales environments.

CONCEPTUAL SALE of technology concepts and end-to-end solutions.   The crucial point is to generate the interest of high-level Executives through „Early-Adaptor“-scenarios and to sell the strategic value of innovation. Value and quantified results are the messaging corner stomes.

SALE OF INDUSTRIAL PRODUCTS through regular customer and OEM visits. The key to success are different customer-centric conversation models to generate interest and demand to constantly expand the Up- and Cross Selling business.

SALE of standardized products through a NETWORK OF PARTNERS, in collaboration with their sales team.   The seller‘s goal is to grow revenue through a mutually agreed Action and Growth plan and become a Strategic Partner to assure customer retention and a steady flow of recurring revenue.

Your Way to Increased Performance

Taking the First Steps

Evaluierungsseminar ICON ENG

EVALUATION WORKSHOP – Get more insights and see how you can benefit.

CHOOSE THE SAFE WAY! Many companies see the opportunity to boost the...

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Performance Check-Up ICON ENG

PERFORMANCE CHECK-UP – Asses the benefit and value for your organisation.

THE ALTERNATIVE TO ATTENDING AN EVALUATION WORKSHOP: A company-interna...

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