New World. New Buyer. New Skills.
72% of sales professionals feel overloaded by their role.
Follow the New Codes of Buyer 4.0
To succeed in the New Economy, sales professionals must be familiar with the new way of thinking and behavior of the modern Buyer 4.0 and understand how to address these CODES precisely in conversations using new skills and concepts.
FROM PRODUCT TO VALUE
McKinsey: “If you can’t tell a customer what you’re going to do to enhance his profit and loss, then you have no reason to exist as a salesman.”
It´s All About Customer Experience (CX)
From the perspective of modern decision-makers, the capability to create a consistent and personalized BUYER EXPERIENCE in conversation is the relevant differentiator – a guarantee for sustainable performance in buyer-dominated markets.
“Selling VALUE along the modern Buyer Journey through customized Sales Conversations, that meet the New Mindset of Today’s Buyer and create a personalized CUSTOMER EXPERIENCE at each TOUCHPOINT!
Build Your Blue Ocean
- They reflect Buyer’s new mindset and expectations.
- They concentrate on Business Values and comerial aspects.
- They are aligned to Decision-Maker’s position in their Buying Journey (Touchpoints).
- They address the way how Buyers take buying decisions today.
- The use different Storyboards.
- They focus on the Why and the specific buying reasons for each persona.
- They explore the essential financial impacts and benefits.
- They present solutions along the Value-Chain.
- They use Story Telling techniques.
- They create value-based Buying Visions.
- They define an Evaluation Plan for shaping the steps to close the deal.
- They provide different Conversation Models for different sales scenarios.
Personalized buyer experiences and business conversations are the key differentiation strategies for your teams.
The answer to the new sales reality with Buyer 4.0.
* Videos in German Language
Voice of Customer
Buyer Centricity
The B2B Messy Middle Loop
Business Conversations
Customer Experience
Traditional sales approaches, which were largely built around the product as the central design element, no longer meet the demands of today’s buying environment. In contrast, modern sales systems are built around the Customer Conversation — leveraging new dialogue models and communication tools that redefine the role of the salesperson.
In a world flooded with digital information, product-centric selling has lost its persuasive power. Buyers no longer respond to standard features-and-benefits pitches. As a result, salespeople who stick to conventional arguments often fail to create real preference or differentiation in the minds of decision-makers.
They extremely value conversation skills that clearly communicate economic impact and financial benefits looking for new perspectives and options that show, how they and their organization can achieve measurable performance gains. Their agenda and role-specific priorities are central to every meaningful conversation.
FROM PRODUCT TO VALUE is the new sales maxim. For 90% of B2B decision-makers, the economic impact behind an offering is the No.1 buying criterion.
is the Core Design Point of 21st Century Selling Systems.
[Scott Santucci, Analyst at Forrester Research]
With the newly developed CONVERSATION MODELING SYSTEM © by CODE I 21, B2B sales professionals are equipped to precisely address the expectations of today’s decision-makers.
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- The directing Diagnostic Conversation Targeted analysis of the customer and their demand – combined with a systematically tuning and adaption of their BUYING VISION according to our main portfolio, to build preferences for the final decision.
- The consultative Innovation Conversation Create new demand for products and services among clients (cross-selling and upselling) and new potential customers. In the style of a consultant and expert, by analyzing and presenting the implied BUSINESS VALUE, the economical impacts, or the overall effects on company performance, in order to initiate new deals.
- The C-Level Strategy Conversation Leading strategic conversations at C-level – addressing business-critical challenges and winning top decision-makers as partners through shared concepts and strategies.
- The inverse Competition Conversation Redesign existing Buying Visions in the late buying circle and create clear preferences for our offering. Redefine competitive advantages from the customer’s perspective.
Multi-stage Transition Framework
To support this process, CODE I 21 offers an integrated Multi-Stage Transition Framework, based on the proven principles of the Toyota Kata.
A LEADERSHIP & COACHING MODEL
A DIGITAL LEARNING PLATFORM
- A SALES ENABLEMENT STRATEGY
This framework enables sales leadership to effectively orchestrate a fast and sustainable transition of new skills and concepts into everyday sales routines — ensuring long-term performance improvements and generating real market resonance.
MASTER TRAINING
CORPORATE TRAINING
