© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 1

WORKSHOPS

InitiatingNew Business

WinningComplex Sales

Coaching the Sales Process

Managing Strategic Accounts

CONSULTINGAND COACHING

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 3

Agenda

Infoteam in Brief Sales Process – A Strategic Asset Infoteam Workshops Workshop Descriptions Comprehensive Solutions Case Study Successful Implementation Partnership with Infoteam

To recognise how Infoteam can improve your performance

OVERVIEW

Goal

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 4

Infoteam in Brief

Specialists in business-to-business sales process improvement since 1989

Proven, easy-to-use methods and tools delivered in 400+ workshops per year

Local support through 30+ consultants (12 languages) 300+ Corporate and SME clients Design and implementation of customised solutions Broad and deep experience in a wide range of industries

OVERVIEW

Corporate clients ArcorAscomBT IgniteCommerzbankDeutsche TelekomDussmannEpsonFestoGeneral ElectricListaOraclePwCSAPSiemensSchlumbergerSwisscomUnaxisXerox

Helping companies develop & deploy an ideal sales process

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 5

Sales Process – A Strategic AssetOVERVIEW

TimeManagement

TeamWork

Negotiating Skills

PresentationSkills

QuestioningTechniques

InternalSelling

ObtainingAppointments

ProposalWriting

Industry & CustomerKnowledge

The sales process is the Central Process Unit of selling

Sales Process

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 6

Infoteam WorkshopsOVERVIEW

InfoteamWorkshops

7. Account Development

3. Cover-the-BC

2. Qualification

6. Implementation

5. Decision

1. Identification

4. Proposal

Initiating New Business

Winning Complex Sales

Coaching the SalesProcess

Managing Strategic Accounts

Identify key issues in the sales process and deliver results through high-impact workshops

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 7

Initiating New Business (INB)

Generate new qualified opportunities for continued growth

WORKSHOPS

Account Managers, Virtual Account Team Members, Sales Managers

Goal

Target Audience

Duration

Contents andResults

• Reactive selling• Ineffective entry

strategies• Unproductive

appointments

Key Issues Pipeline of qualified opportunities

Systematic targeting of accounts

Shorter sales cycle and accurate forecasts

Improved control of sales process

Improved credibility & status Consultative approach to selling

Increased footprint Uncover new business with existing accounts

More successful sales calls Comprehensive preparation

2 Day Workshop, 1 Day Follow-up (after 3 Months)

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 8

Winning Complex Sales (WCS)

To maximise chance of winning through an effective sales process

WORKSHOPS

Goal

Account Managers, Virtual Account Team Members, Sales ManagersTarget Audience

Duration

Contents andResults

Improved closing rate Identify and eliminate sales process deficits

Accurate forecasts Better sales process control

Increased revenue Improve action plans in live-cases

Better resource utilisation Focus on the right projects

Better teamwork & coaching Common language

2 Day Workshop, 1 Day Follow-up (after 3 months)

• Selling to the wrong people

• Poor team communication

• Sales process only on paper

Key Issues

Long term impact Putting concepts into action

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 9

Coaching the Sales Process (CSP)

Faster implementation, sustained impact, real change

WORKSHOPS

Goal

• Initiatives that are not implemented

• No ROI for training

• Resistance to change

Key Issues

Sales Managers and Management TeamTarget Audience

Duration

Contents andResults

Faster return-on-investment Moving from concepts toaction

Sustained improvements Integrating practices intodaily business

Recognition for sales leadership

Lead the process of change by example

Improved productivity and motivation

Coaching, instead ofcontrolling

2 Day Workshop und 1 Day Follow-up (after 3 months)

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 10

Managing Strategic Accounts (MSA)

Increase customer loyalty and revenue through systematic account development

WORKSHOPS

Goal

• Account planning = paperwork

• Uncoordinated account activities

• Unexploited growth potential

Key Issues

Account Managers and Virtual Account TeamsTarget Audience

Duration

Contents and Results

Uncover new opportunities Deeper understanding of the customer

Motivated team and better results!

Collaborative account planning

More non-competitive repeat business

Create strong customer partnerships

Greater customer value Help customers achieve their goals

Greater customer loyalty and trust

Alignment between promise and delivery

1 Day Kick-off Workshop, 2 Day Account Planning (after 2 months)

PLATZHALTER

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 11

Comprehensive Solutions

Optimise sales process before automating (CRM)

Opportunity and account reviews

Win/loss analyses

Sales strategy Coaching of sales managers Aligning training with the sales

process Coaching change initiatives

OVERVIEW

Winning ComplexSales

Coaching the Sales Process

InitiatingNew Business

Workshops

Consulting and Coaching

Wide-ranging services designed to meet your needs

ManagingStrategic Accounts

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 12

FESTO

Mid-size German industrial company Market leader in pneumatics and automation Revenue (2001): approx. EUR 1.2 Mrd. Customers: Machine builders and end-user manufacturers 4500 employees in 176 countries (1000 in sales)

To increase market share with large customers

CASE STUDY

Primary Goal

Company Profile

Additional Project Goals

PLATZHALTER Transform from product to solution vendor Enhance growth through customer-oriented

behaviour

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 13

FESTO (Continued)

Identification of sales process issues through loss analysis Development of custom-made program based on WCS Development and deployment of train-the-trainer program Training of sales managers as agents for change World-wide deployment of workshops (1000 participants) Continuous coaching through sales managers Integration into SFA software

CASE STUDY

InfoteamEngagement

Success Factors

Program ownership at board level Sales managers taking responsibility for change Strong commitment from Key Account Director Training program totally integrated into company strategy

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 14

Successful Implementation

1. Management commitment and leadership 2. Keep things simple3. Focus on improving performance, not control4. Align compensation plans to support behaviour5. Use success as a catalyst for change6. Continuous improvement through loss analysis7. Support sales process with appropriate IT-tools 8. Focus on few high-impact initiatives

OVERVIEW

Critical Success Factors from our experience

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 15

Partnership with Infoteam

Track record of delivering results since 1989 Focus on core competence Pragmatic, easy-to-implement tools Live-case learning experience (no case studies) Knowledge transfer through on-the-job coaching Consultants with extensive sales experience Industry know-how Local language delivery capability (12 languages)

OVERVIEW

We keep it simple and deliver what we promise

© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 16

THANK YOUOVERVIEW

It’s not how many ideas you have, but how many you make happen!