In a digital customer world, sales organizations have to rethink their traditional methods and develop innovative sales approaches and models - I actively help with this, be it with consulting, training, courses or publications. The digital transformation in sales is perhaps the greatest challenge that sales organizations face today - I support them in mastering it: with know-how, analysis and methodology.

 

With a critical perspective from the outside and with the experience from numerous customer projects, I help managers and employees in sales to recognize how the needs, behavior and expectations of their customers are changing - regardless of the industry and company size. For this I also use the practical experience from more than 25 years of sales and sales management on a national and international level.

 

What do I do exactly:

• In management workshops we think together and develop innovative and state-of-the-art sales approaches and strategies.

• In sales training, we work with the salespeople to explore what their customers really need and how they make decisions.

• In individual coaching sessions I help to master individual challenges.

 

What I don't do:

• Conventional consulting and advice-reports. Because these are rarely implemented and are not really successful. Instead, I help companies to identify the necessary steps and changes themselves and to implement them.

• Conventional sales training, because they are outdated. That said, even the best negotiation and conversational skills are useless if sales don't understand why their customers are buying.

• Boring presentations and keynotes that aren't keynotes at all.

 

My focus:

• Strategy for digital transformation in sales, 7W model

• Sale model innovation

• Positioning in the digital space

• Digital sales

• Social Selling

• Digital customer acquisition and lead generation

• The modern customer and his changed behavior, needs and expectations.

• The new customer buying process

• The contemporary sales process

• ​Technology in the sales process