Workshop: Winning Complex Sales™
Winning Complex Sales™ (WCS)
Increasing the chances of success in current sales projects
Overview
Winning Complex Sales™ optimizes the sales process for companies with complex sales procedures. In small groups, participants practice the methodology based on their own sales transactions and create an “opportunity roadmap”, which includes a strategy and an action plan leading to success. The practice-oriented, easy-to-use methodology and tools ensure that the participants can quickly apply what they have learned in their daily business. This leads to a short and long-term increase in sales effectiveness and efficiency.
Who should participate?
The workshop is aimed at all employees involved in sales. To achieve optimal results, complete account teams should participate i.e. account and sales managers, pre-sales specialists and consultants.
Workshop benefits
- Increase sales – by improving the action plans in current sales projects
- Increase the closing rate – by identifying and eliminating deficits in the sales process
- Promotion of teamwork – through a common language in sales
- More accurate forecasts – by linking the chance of success to key activities
- Increasing effectiveness – through better qualification and focus
- Sustainable impact – by quickly integrating the concepts into daily business
Workshop content
- Understanding the difference between the selling and buying process
- Establishing unhindered access to the customer’s “buying centre
- Improve communication within the sales team
- Develop individual benefit arguments and make them tangible for the customer
- Gain trust through a sales team that is coordinated with the buying center
- Securing the purchase decision through a cost/benefit calculation
- Develop and implement an effective competitive strategy
- Creating an activity plan with the customer to control the process
- Help the customer in his internal sales process
- Working with the purchasing department
- Focus on the right projects and make Go / No-Go decisions
- Learning from successes and failures
- Time management in sales to achieve short, medium and long-term goals
- Applying what you have learned in your daily business
Duration
The two-day workshop starts at 8:30 am on both days, ends at 7:00 pm on the first day and at 5:00 pm on the second day. An optional implementation control takes place 3 months after the workshop.
Preparation of the participants
To maximize the benefit of the workshop, participants will analyze their own won and lost projects and describe the current situation in one or two important sales projects. Participants apply what they learn in the workshop directly to selected sales projects.
Workshop: Winning new key customers, design thinking in business customer sales
THE WORKSHOP
“WIN NEW KEY CUSTOMERS” shows how the needs of potential or existing key customers and their own offers (products and services) can be visually matched. Sometimes new ideas and approaches for a specific customer group are developed during the workshop.
During this exciting and interactive day, you will learn about the customer-focused approach by means of your own current sales projects. The approach, which is focused on business customer sales, is inspired by Design Thinking, Business Model – and Value Proposition Design. It is about iterative approaching the needs of the customer and his customers (the customers of our potential customer) and about getting to know and applying new approaches and ways of thinking.
BENEFITS OF THE WORKSHOP
Intensive discussion with the potential or existing key customer
The practical application of “the customer is our focus”.
Reflection of your own approach to sales
Developing new ideas and ways of thinking to differentiate yourself with your own sales process
Creation of new motivation for the daily sales routine
TARGET AUDIENCE
Persons of all functions who work in sales or in sales-related functions. Especially executives from the areas of management, sales, product and service development and marketing are addressed. The workshop is aimed at all companies with business customers (B2B Sales).
COMMENTS ON THE WORKSHOP
“It was great to think about our key customers in such a structured way”, Jan Bietenholz, Head of Sales & Marketing
“The best part was the questioning technique for the Buying Center”, Patric Kirchner, Head of Sales
“The workshop was exciting, diversified with a lot of self-deepening work”, Marco Krieg, Sales Field Service
CONTENT OF THE WORKSHOP
What is the market system and the environment of the key customer?
How does the key customer work with his customers and suppliers?
Why is our key customer successful in the market?
WORKING METHODOLOGY
A mixture of short presentations and active application of the different methods makes the workshop varied and anchors what has been learned. The participants are actively accompanied during the workshop.
WORKSHOP TIMES
09:00 to 17:00
EVENT LOCATION
For company-specific workshops, you determine where you want to hold the workshop. We consider it a good opportunity to combine the workshop with a dinner together with your team or to schedule the workshop adjacent to another important internal team event.
REFERENCE
I am Roberto Maugeri-de Graaff and I am a recognized expert in national and international business customer sales, with almost 25 years of experience in this field. Among other things, I was head of the Sales & Marketing working group for the sale of railway technology for the Gotthard base tunnel. The contract for the railway technology for the Gotthard Base Tunnel is the largest order in Swiss economic history with a volume of 1.7 billion Swiss francs. Of course, I am not saying this without pride. But I have also worked in smaller companies where I sold products and services for a few thousand Swiss francs and was able to perfect my skills on the phone, for example.
Today I pass on my knowledge and experience to interested companies in all sectors. Companies from the following industries have already booked my workshops: Software Development, Crowd-Sourced Photography, Trade and Commerce, Facility Management, Building Services Engineering, Geoinformation and Payment Systems.
Contact me today.
Workshop: Winning new customers via social media, B2B social selling for sales professionals
THE WORKSHOP
“Acquiring new customers via social media” shows how you can expand your network and acquire new customers via social media and LinkedIn in particular.
On this exciting and interactive day, you will learn about the successful approach using your own current examples. The approach, which is focused on business customer sales (B2B), shows how to develop a successful social selling strategy. Your own personalized Social Selling sales process will be developed and applied in the workshop.
The aim is to get to know and apply new approaches and ways of thinking.
BENEFITS OF THE WORKSHOP
Intensive examination of the new online opportunities to expand your network, find and win customers. Here, the focus is on practical application and your own approach to sales. You will develop new ideas and ways of thinking to differentiate yourself with your own sales process.
TARGET AUDIENCE
Persons of all functions who work in sales or in sales-related functions. Especially executives from the areas of management, sales, product and service development and marketing are addressed. The workshop is aimed at all companies with business customers (B2B Sales).
CONTENT OF THE WORKSHOP
Platforms of the B2B Social Media
Your community and your personal profile
Approaching new potential customers on LinkedIn
Automated generation and scheduling of customer calls
Your new sales process
WORKING METHODOLOGY
A mixture of short presentations and active application of the different methods makes the workshop interesting and anchors what has been learned. The participants are actively accompanied during the workshop.
WORKSHOP TIMES
09:00 to 17:00
THE WORKSHOP PRICE INCLUDES
• Documentation of participants (handout)
• Drinks during the workshop
• Catering during the workshop
• Certificate of participation
EVENT LOCATION
For company-specific workshops, you determine where you want to hold the workshop. We consider it a good opportunity to combine the workshop with a dinner together with your team or to schedule the workshop adjacent to another important internal team event.
REFERENCE
I am Roberto Maugeri-de Graaff and I am a recognized expert in national and international business customer sales, with almost 25 years of experience in this field. Among other things, I was head of the Sales & Marketing working group for the sale of railway technology for the Gotthard base tunnel. The contract for the railway technology for the Gotthard Base Tunnel is the largest order in Swiss economic history with a volume of 1.7 billion Swiss francs. Of course, I am not saying this without pride. But I have also worked in smaller companies where I sold products and services for a few thousand Swiss francs and was able to perfect my skills on the phone, for example.
Today I pass on my knowledge and experience to interested companies in all sectors. Companies from the following industries have already booked my workshops: Software Development, Crowd-Sourced Photography, Trade and Commerce, Facility Management, Building Services Engineering, Geoinformation and Payment Systems.
Contact me today, here.