Sales Coaching & Training
You are an experienced sales person the complex B2B selling but sometimes there is no follow-up after your made a good presentation or you put all you sweat and effort into a bid and only scored 2nd...
Does this sound familiar to you? There can be multiple reasons. Let's find out together.
jörn kabierschke
The world has changes during the last 20 years and traditional sales approaches are not working so well anymore. More complex, more choices and more people involved in the buying process.
You can’t just wait anymore for RFQs to come in. If you do there is very little to discuss but features and price. Your customers expect you to have in-depth knowledge of their sector, industry challenges, business processes and relevant KPIs. They want you that you are able to offer a unique, valuable perspectives on the market and to hepl them navigate alternatives
and avoid potential land mines. They also want to educated on new issues and outcomes.
This is what Gartner discovered a decade ago with their groundbreaking sales research. This research revealed a distinct sales profile characterized by a specific set of skills and behaviours that distinguish high-performance sellers.
My trainings and coachings are based on what Garnter called "The Challenger" but complemented with other supporting skills that are also vital for your success.
How I can support you...
Deal basded coaching
When you have a concrete case which is not proceeding as expected or you are not sure how to address your customer, deal based coaching is the right approach to look into a specific sales case to unlock.
Skill based coaching
A specific set of sales skill are needed to become a truely businsess partner for your customer. If you already had a challenger based training we can look which of these skills need a brush-up.
Sales Trainings
Reading sales book is good but if you have someone who can explain it and who runs some exercises with you it's much better...
testimonials
Dan, Account Manager, UK
It was a great session with Jörn, well worth the time to get some new tools and techniques for approaching my sales opportunities.
Jeff, Team Manager, Canada
We have a very experienced and successful sales team that has been trained in Value-Base Selling, Holden’s Power Base Selling, Target Account Selling, etc... Challenger brings a new and modern approach to selling that will allow us to be even more successful, stay ahead of the competition and bring more value to our customers. I particularly enjoyed Jörn Kabierschke's views on “building business tension” and rethinking our key customer contacts in terms of who are the “mobilizers”. We will start using it right away and it will become part of our selling arsenal.
Susan, Senior Sales Engineer, Singapore
It was a very timely and useful course and gives me some tools to go forward with in my sales pursuits. Thank you, Jörn, for the tips and techniques.