1. 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

2. 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

3. 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

4. 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 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

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. 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

15. 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

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