Events: ++ Executive Evaluation Workshop December 3rd 2019 in Fulda ++ VDI – Stuttgart: Selling in Industry 4.0 Environment – The Buyer 4.0: Sweet Spot to Increased Revenue and Profitability +++

The Dilemma.

Study of Forrester Research

NEW SALES ROLES

New Sales Roles And Skill Sets For Buyer 4.0 Markets. The traditional end-2-end sales process with a pre-defined sequence of steps in a linear structure is no longer en vogue and limits the effectiveness and success of traditional sellers. The BUYER JOURNEY, with new requirements for the seller is the backbone for selling today. The modern decision-maker thinks and acts differently. He bases his decision-making on new criteria and has changed expectations towards sellers. The way Millennials act and think follows a new MINDSET and leads to a changed CODE OF BEHAVIOR. Sellers have to reinvent themselves to reflect these…

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NEW CONVERSATION MODELS

A Conversation Modeling System© For Buyer 4.0 Sales Calls. In the traditional product and solution sales, products and features form the basis of a sales conversation: Who we are, what do we do, what products and services do we offer … do you have a need? Explanation of functionalities and potential applications are central topics. The MINDSET and expectations of today‘s decision-maker have completely changed. Economic impacts and financial aspects are TODAY in focus to get the BUYER 4.0 to act. The world‘s leading research organizations confirm: The PRODUCT has progressively lost its central position as the initial TRIGGER for…

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THE KEY TO IMPROVED PERFORMANCE:

NEW SALES ROLES AND A CONVERSATION MODELING SYSTEM©

Opening The Door To Increased Revenue.

Value-based messaging and conversation models that align with the new 21th century buying journey.

Skill Set 4.0 EN

From Product To Value – From Push To Pull – From What To Why – From Price To Proft.

new Sales Roles

WHERE DO WE FOCUS ON?

The CODE|21 design points address today´s most crucial sales challenges in BUYER 4.0 markets.

THE NEW BEHAVIOR AND DECISION-MAKING CODE OF BUYER 4.0
THE NEW BEHAVIOR AND DECISION-MAKING CODE OF BUYER 4.0

How do we address today’s BUYERS through messaging and conversation skills that resonate with their MINDSET and match their expectations?

BUYER DOMINATED MARKETS
BUYER DOMINATED MARKETS

How do we counterbalance the power of today´s BUYERS through advanced negotiating strategies in order to regain leadership in the sales cycle and become an equal partner during negotiations, in order to defend prices and margins?

COMMODITY PRODUCTS
COMMODITY PRODUCTS

How do we out-sell competition in highly competitive markets drifting towards commoditization through specifically designed conversations and presentation skills that enable sellers to differentiate themselves methodically and personally against competing vendors?

HOW YOU WILL BENEFIT:

  • Systematic Acess To Decision-Makers
    • Higher Conversion Rates and Order Volumes
    • Higher Wallet Share with Key Accounts
    • Improved Profitability on Orders
    • Systematical Enforcement of Price Increases
  • Higher Performance in Acquiring New Business

Especially as an upgrade to traditional sales methodologies

such as SOLUTION SELLING, MILLER HEIMAN, TAS etc.

Make a first contact!

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

EVALUATION WORKSHOP – Make a safe decision.

GET MORE INSIGHTS AND SEE HOW YOU CAN BENEFIT. Many companies see the opportunity to boost their sales engine through new concepts and strategies. These companies are looking for ways to: Increase performance, Improve efficiency and profitability and Differentiate through an innovative sales process. This is the main reason why we have developed the 1-day Evaluation Workshop. In this workshop you will learn more about the CODE | 21© Skills, Methods, Tools and the Sales-Enablement approach. After having walked through these set of new concepts you will be able to assess the value and potential of the Code | 21© methodology…

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PERFORMANCE INITIATIVE 4.0 – A change program desgined to your challenges.

ACHIEVE BETTER RESULTS – WITH THE SAME TEAM! A Performance Initiative customized for your company, designed to close the gaps in sales and increase the performance and consistency of your Sales Engine.  Ready-To-Go Programm You can receive a READY-TO-GO PROGRAM customized for your company with a FIXED PRICE for Analysis, Design and Customization of the Programme according to your requirements. We don‘t do „One size fits all“, but focus on developing the skills that align to your industry and the performance profiles of your teams. KEY POINTS OF THE PROGRAM: Assessment of your current sales process Design of the desired…

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