Events: ++ Executive Evaluation Workshop November 15th 2018 in Fulda ++ VDI – Stuttgart: Selling in Industry 4.0 Environment – The Buyer 4.0: Sweet Spot to Increased Revenue and Profitability +++

THE KEY TO IMPROVED PERFORMANCE:

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

Opening The Door To Increased Revenue.

With the new 4.0 sales roles, we will help you develop the selling skills required to accelerate the 4.0 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 What To Why. From Price To Profit.

FOCUSING ON BUYER 4.0 MINDSET
FOCUSING ON BUYER 4.0 MINDSET

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

 DISC CONVERSATION MODELING SYSTEM©
DISC CONVERSATION MODELING SYSTEM©

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 depending on the particular sales scenario and the individual Buyer state (Buying Journey). This gives sellers the ability to create demand, build buying visions and get buyers to act and ultimately to make a purchase.

SALES ENABLEMENT FRAMEWORK
SALES ENABLEMENT FRAMEWORK

Our Sales Enablement Model enables the development of Dialogue Elements and Messaging 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 overall performance, shorter ramp up times and more speed when launching new products.

Code 21How will you benefit?

  • HIGHER PROFITABILITY through eleminating typical "Product Selling“ performance killers.
  • MORE LEADS through specific Buyer 4.0 Contact Strategies with new Messaging-Tools.
  • INCREASED NEW BUSINESS by focusing on value and addressing the motified BUYER 4.0 Mind Set.
  • MORE EXECELLENCE by using buyer journey aligned Buyer 4.0 Conversation Models.
  • BETTER DIFFERENTIATION through a specific Sales Enablement Framework.
 
Especially as an upgrade to Solution Selling, Miller Heiman, TAS and others.
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 4.0 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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