Initiating New Business WORKSHOPS Initiating New Business Winning Complex Sales Coaching the Sales Process Managing Strategic Accounts CONSULTING AND COACHING © 2002 Infoteam Sales Process Consulting AG

OVERVIEW Introduction Experience shows that in 8 out of 10 losses, the real reasons lie in the quality of the sales process. © 2002 Infoteam Sales Process Consulting AG

Agenda To recognise how Infoteam can improve your performance OVERVIEW Agenda To recognise how Infoteam can improve your performance Goal Infoteam in Brief Sales Process – A Strategic Asset Infoteam Workshops Workshop Descriptions Comprehensive Solutions Case Study Successful Implementation Partnership with Infoteam © 2002 Infoteam Sales Process Consulting AG

OVERVIEW Infoteam in Brief Helping companies develop & deploy an ideal sales process Corporate clients Arcor Ascom BT Ignite Commerzbank Deutsche Telekom Dussmann Epson Festo General Electric Lista Oracle PwC SAP Siemens Schlumberger Swisscom Unaxis Xerox 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 © 2002 Infoteam Sales Process Consulting AG

Sales Process – A Strategic Asset OVERVIEW Sales Process – A Strategic Asset The sales process is the Central Process Unit of selling Sales Process Proposal Writing Team Work Negotiating Skills Questioning Techniques Obtaining Appointments Time Management Internal Selling Presentation Skills Industry & Customer Knowledge © 2002 Infoteam Sales Process Consulting AG

OVERVIEW Infoteam Workshops Identify key issues in the sales process and deliver results through high-impact workshops 1. Identification Initiating New Business 7. Account Development 2. Qualification Managing Strategic Accounts Infoteam Workshops Coaching the Sales Process 3. Cover-the-BC 6. Implementation Winning Complex Sales 4. Proposal 5. Decision © 2002 Infoteam Sales Process Consulting AG

Initiating New Business (INB) WORKSHOPS Initiating New Business (INB) Generate new qualified opportunities for continued growth Goal Contents and Results Systematic targeting of accounts Pipeline of qualified opportunities Key Issues Uncover new business with existing accounts Increased footprint Reactive selling Ineffective entry strategies Unproductive appointments Consultative approach to selling Improved credibility & status Comprehensive preparation More successful sales calls Improved control of sales process Shorter sales cycle and accurate forecasts Target Audience Account Managers, Virtual Account Team Members, Sales Managers Duration 2 Day Workshop, 1 Day Follow-up (after 3 Months) © 2002 Infoteam Sales Process Consulting AG

Winning Complex Sales (WCS) WORKSHOPS Winning Complex Sales (WCS) To maximise chance of winning through an effective sales process Goal Contents and Results Identify and eliminate sales process deficits Improved closing rate Key Issues Focus on the right projects Better resource utilisation Selling to the wrong people Poor team communication Sales process only on paper Improve action plans in live-cases Increased revenue Common language Better teamwork & coaching Better sales process control Accurate forecasts Putting concepts into action Long term impact Target Audience Account Managers, Virtual Account Team Members, Sales Managers Duration 2 Day Workshop, 1 Day Follow-up (after 3 months) © 2002 Infoteam Sales Process Consulting AG

Coaching the Sales Process (CSP) WORKSHOPS Coaching the Sales Process (CSP) Faster implementation, sustained impact, real change Goal Contents and Results Moving from concepts to action Faster return-on-investment Key Issues Lead the process of change by example Recognition for sales leadership Initiatives that are not implemented No ROI for training Resistance to change Integrating practices into daily business Sustained improvements Coaching, instead of controlling Improved productivity and motivation Target Audience Sales Managers and Management Team Duration 2 Day Workshop und 1 Day Follow-up (after 3 months) © 2002 Infoteam Sales Process Consulting AG

Managing Strategic Accounts (MSA) WORKSHOPS Managing Strategic Accounts (MSA) Increase customer loyalty and revenue through systematic account development Goal PLATZHALTER Contents and Results Deeper understanding of the customer Uncover new opportunities Key Issues Help customers achieve their goals Greater customer value Account planning = paperwork Uncoordinated account activities Unexploited growth potential Create strong customer partnerships More non-competitive repeat business Alignment between promise and delivery Greater customer loyalty and trust Collaborative account planning Motivated team and better results! Target Audience Account Managers and Virtual Account Teams Duration 1 Day Kick-off Workshop, 2 Day Account Planning (after 2 months) © 2002 Infoteam Sales Process Consulting AG

Comprehensive Solutions OVERVIEW Comprehensive Solutions Wide-ranging services designed to meet your needs Workshops Initiating New Business Winning Complex Sales Coaching the Sales Process Managing Strategic Accounts Consulting and Coaching 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 © 2002 Infoteam Sales Process Consulting AG

FESTO To increase market share with large customers CASE STUDY FESTO To increase market share with large customers Primary Goal 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) Company Profile Transform from product to solution vendor Enhance growth through customer-oriented behaviour Additional Project Goals PLATZHALTER © 2002 Infoteam Sales Process Consulting AG

CASE STUDY 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 Infoteam Engagement Program ownership at board level Sales managers taking responsibility for change Strong commitment from Key Account Director Training program totally integrated into company strategy Success Factors © 2002 Infoteam Sales Process Consulting AG

Successful Implementation OVERVIEW Successful Implementation Critical Success Factors from our experience Management commitment and leadership Keep things simple Focus on improving performance, not control Align compensation plans to support behaviour Use success as a catalyst for change Continuous improvement through loss analysis Support sales process with appropriate IT-tools Focus on few high-impact initiatives © 2002 Infoteam Sales Process Consulting AG

Partnership with Infoteam OVERVIEW Partnership with Infoteam We keep it simple and deliver what we promise 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) © 2002 Infoteam Sales Process Consulting AG

OVERVIEW THANK YOU It’s not how many ideas you have, but how many you make happen! © 2002 Infoteam Sales Process Consulting AG