Study of Forrester Research
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…
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…
B2B-Sellers have to rethink. The required changes have to cover how they think, how they behave as well as their skills and in particular their conversational abilities. For some, this requires a 180° shift.
------------------------------------------ EXPERTS APPROVE: ---------------------------------------------
The BENEFITS OF THE PRODUCT
were the design point of 20 th CENTURY sales models.
C U S T O M E R
C O N V E R S A T I O N
Is The Core Design Point For 21st CENTURY Selling System .
[Scott Santucci, Principal Analyst at Forrester Research]
THE KEY TO IMPROVED PERFORMANCE:
Opening The Door To Increased Revenue.
Value-based messaging and conversation models that align with the new 21th century buying journey.
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
How do we address today’s BUYERS through messaging and conversation skills that resonate with their MINDSET and match their expectations?
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?
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.
Your Way to Increased Performance
Taking the First Steps
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…
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…
Get a free copy of our CODE | 21 MANAGEMENT DOSSIER.- Concepts, Tools and Skills to improve Sales Performance in Buyer 4.0 Markets -
Receive periodically your Sales Best Practice Update.