Sales & Channel Management

Sales & Marketing Must Be Reinvented.

Nowadays, companies and channels need to target customers earlier in the purchasing process with the right approach and messages, and through appropriate digital means. We support organizations in the personalized development of their workforces and channel by providing them with the necessary sales skills to significantly increase their customer bases.

We build targeted programs to the development of companies’ sales and marketing, channel management, innovation, and strategy. Each program is combined with analysis workshops, classroom trainings, webinars, and e-learnings with additional coaching programs for managers and summary reports to ensure optimal results.

Inspirational Selling Program

By infusing best practice methods with blended learning enablement sessions, the Inspirational Selling Program provides sales and account executives with the right tools and mindset to be successful in the digital landscape. This includes practical methodologies as well as soft skills enhancement.

The program can be delivered in two versions, Inspirational Selling Program – Existing Accounts, to target existing customers, and Inspirational Selling Program – Net New Names, to target new customers.

Assess

  • Analyse and prioritize your existing or potential customers in a selected industry
  • Learn innovative methodologies to use during your everyday sales activities
  • Apply what you learn directly on real-life customers

Design

  • Gain a deeper understanding of your existing or potential customers, as well as their industry and challenges
  • Develop a sales strategy to address your customers´ individual needs
  • Become a trusted advisor

Transform

  • Revolutionize your sales approach by adopting proven methods and increasing your skills
  • Reduce your sales cycle and increase your win rate.
  • Create a meaningful shift in your sales behaviour, making it more competitive

 

>> Have a look at the program overview.

Assess

  • Analyse and prioritize your existing or potential customers in a selected industry
  • Learn innovative methodologies to use during your everyday sales activities
  • Apply what you learn directly on real-life customers

Design

  • Gain a deeper understanding of your existing or potential customers, as well as their industry and challenges
  • Develop a sales strategy to address your customers´ individual needs
  • Become a trusted advisor

Transform

  • Revolutionize your sales approach by adopting proven methods and increasing your skills
  • Reduce your sales cycle and increase your win rate.
  • Create a meaningful shift in your sales behaviour, making it more competitive

 

>> Have a look at the program overview.

Inspirational Selling Insights

Pinpoint Your Key Accounts

5 Undeniable Advantages of Prioritizing Key Accounts

View this post in English or German

Contrary to popular belief, it is always the right time for sales and key account planning, which should not only be done at the end of each fiscal year.Read more >

3 Things Nobody Tells You About Account Prioritization

Account prioritization can be fundamental for a company, but not everybody understands its importance. Here are three compelling reasons why account prioritization is worth it.

Read more >

7 Ways Blended Learning Will Inspire You

Micro-learning, eLearning, or blended learning – You’ve heard all of these buzzwords before, but do you know the difference between them? And most importantly, do you know which one is the most effective?Read more >

Pinpoint Your Key Accounts

5 Undeniable Advantages of Prioritizing Key Accounts

View this post in English or German

Contrary to popular belief, it is always the right time for sales and key account planning, which should not only be done at the end of each fiscal year.Read more >

3 Things Nobody Tells You About Account Prioritization

Account prioritization can be fundamental for a company, but not everybody understands its importance. Here are three compelling reasons why account prioritization is worth it.

Read more >

7 Ways Blended Learning Will Inspire You

Micro-learning, eLearning, or blended learning – You’ve heard all of these buzzwords before, but do you know the difference between them? And most importantly, do you know which one is the most effective?Read more >

Digital Selling Program

The global marketplace is continually evolving, and as it changes, companies must adjust to mitigate risks, especially in their go-to-market approach. In fact, customers now have easy access to all kinds of information, meaning that they often make up their minds even before getting in contact with a salesperson. That’s why we designed the Digital Selling Program to accelerate the transformation of our clients’ sales & marketing teams to thrive in the digital age. We bring together business analytics and strategic design thinking methods to enable our clients to build sustainable end-to-end processes for their sales activities.

Assess

  • Benchmark your current business with the Digital Selling Check and the Digital Health Check
  • Gain a deeper understanding of the enablement activities required for the future
  • Measure the efficiency of your company´s digital presence

Design

  • Design a complete sales and marketing strategy with the assistance of PDAgroup’s professionals
  • Establish new strategic KPIs and an action plan, tailored to your specific business needs
  • Build a sustainable end-to-end process for your go-to-market approach

Transform

  • Implement the acquired digital skills for an effective customer approach
  • Get support from PDAgroup experts to execute the identified sales and marketing steps
  • Monitor the strategy development through regular verification calls with our consultants

Assess

  • Benchmark your current business with the Digital Selling Check and the Digital Health Check
  • Gain a deeper understanding of the enablement activities required for the future
  • Measure the efficiency of your company´s digital presence

Design

  • Design a complete sales and marketing strategy with the assistance of PDAgroup’s professionals
  • Establish new strategic KPIs and an action plan, tailored to your specific business needs
  • Build a sustainable end-to-end process for your go-to-market approach

Transform

  • Implement the acquired digital skills for an effective customer approach
  • Get support from PDAgroup experts to execute the identified sales and marketing steps
  • Monitor the strategy development through regular verification calls with our consultants

Digital Selling Insights

Trust is gained while both buyers and sellers can observe each other's behaviors and priorities via social media. Thus, increasing digital selling potential.

3 Key Benefits of Digital Selling in B2B Sales

Digital disruptions have already had an enormous impact on a whole set of business processes as well as the way customers react to company solicitations in general. Sales is no exception to this revolution which is ushering in a period of unprecedented change and digital selling. Read more >

Social Selling: 3 Crucial Yet Ignored Strategies

You know the statistics. 75% of B2B buyers turn to social media for advice on their buying decisions. They’re also five times more likely to engage in the sales process if you share a mutual connection. Therefore, after carefully crafting your personal brand on LinkedIn, identifying target audiences and specific buyer personas, and positioning yourself as an advisor and industry thought leader – what comes next? Read more >

The digital transformation is speeding up

The Transformation of Cold Calling How to contact leads using LinkedIn in 5 simple steps Part II

Are you curious on how to further increase your social selling tactics using LinkedIn? In our last blogpost, The Transformation of Cold Calling – Part I, we discussed the two first simple steps for success you need to take to contact leads through social selling, by firstly building your own personal brand and secondly creating your target audience and a buying persona. In sequel, get to know the last three hands-on tactics on how to start social selling using LinkedIn.  

Read more >

Trust is gained while both buyers and sellers can observe each other's behaviors and priorities via social media. Thus, increasing digital selling potential.

3 Key Benefits of Digital Selling in B2B Sales

Digital disruptions have already had an enormous impact on a whole set of business processes as well as the way customers react to company solicitations in general. Sales is no exception to this revolution which is ushering in a period of unprecedented change and digital selling. Read more >

Social Selling: 3 Crucial Yet Ignored Strategies

You know the statistics. 75% of B2B buyers turn to social media for advice on their buying decisions. They’re also five times more likely to engage in the sales process if you share a mutual connection. Therefore, after carefully crafting your personal brand on LinkedIn, identifying target audiences and specific buyer personas, and positioning yourself as an advisor and industry thought leader – what comes next? Read more >

The digital transformation is speeding up

The Transformation of Cold Calling How to contact leads using LinkedIn in 5 simple steps Part II

Are you curious on how to further increase your social selling tactics using LinkedIn? In our last blogpost, The Transformation of Cold Calling – Part I, we discussed the two first simple steps for success you need to take to contact leads through social selling, by firstly building your own personal brand and secondly creating your target audience and a buying persona. In sequel, get to know the last three hands-on tactics on how to start social selling using LinkedIn.  

Read more >

Design Thinking Program

Design thinking is a methodology employed to find innovative solutions to complex problems in a short period of time. Originally leveraged by designers, it is now well established and recognized by the most successful global companies as a special tool to optimize the decision-making process and as a solution-based approach to problem solving. This method puts your people at the core of the innovation process and stimulates them to create solutions that would have been impossible to achieve otherwise.

Assess

  • Work on your real and current challenges during an extremely engaging workshop
  • Bring concepts to life through the lens of “Design Thinking”
  • Understand how and why your customers buy from you and identify your competitive advantage

Design

  • Define core personas and ideate innovative ways to deliver your products and services to your customer base
  • Prototype entirely new products and services
  • Expand your sales opportunities as you learn innovative methods to satisfy and captivate your customers

Transform

  • Master the Design Thinking methodology and integrate it into your everyday decision-making process
  • Design new strategies to meet and exceed your customers’ expectations
  • Create successful sales journeys and partnerships, as well as sustainable business models

Assess

  • Work on your real and current challenges during an extremely engaging workshop
  • Bring concepts to life through the lens of “Design Thinking”
  • Understand how and why your customers buy from you and identify your competitive advantage

Design

  • Define core personas and ideate innovative ways to deliver your products and services to your customer base
  • Prototype entirely new products and services
  • Expand your sales opportunities as you learn innovative methods to satisfy and captivate your customers

Transform

  • Master the Design Thinking methodology and integrate it into your everyday decision-making process
  • Design new strategies to meet and exceed your customers’ expectations
  • Create successful sales journeys and partnerships, as well as sustainable business models

Design Thinking Insights

one, female, smiling, design thinking, innovation, post-it

How Account Planning can Benefit From Design Thinking

At first glance Account Planning and Design Thinking don’t seem to have much in common. In our work with clients we took a closer look at both concepts and realized that there is a remarkable resemblance between their core principles: research, collaboration, consumer-centricity, and validation & iteration.Read more >

Weathering Brainstorms: How to Capture Ideas With Brainstorming Instead of Create Chaos

Often they can remind you of turbulent tornados: They can be immensely powerful and leave a path of destruction behind. In the aftermath you often are left with a pile of cluttered, unrelated ideas.Read more >

SAP Next-Gen Consulting: Link universities with the industry

How can you drive innovation from universities to industry? How can you integrate bright young minds into company projects? PDAgroup puts this into practice, through activities such as the SAP initiative Next-Gen Consulting.

In cooperation with the university Management Center Innsbruck (MCI) and the companies Cisco and Hitachi, PDAgroup has organized a consulting project for two motivated student groups that is supported by the SAP Initiative.Read more >

one, female, smiling, design thinking, innovation, post-it

How Account Planning can Benefit From Design Thinking

At first glance Account Planning and Design Thinking don’t seem to have much in common. In our work with clients we took a closer look at both concepts and realized that there is a remarkable resemblance between their core principles: research, collaboration, consumer-centricity, and validation & iteration.Read more >

Weathering Brainstorms: How to Capture Ideas With Brainstorming Instead of Create Chaos

Often they can remind you of turbulent tornados: They can be immensely powerful and leave a path of destruction behind. In the aftermath you often are left with a pile of cluttered, unrelated ideas.Read more >

SAP Next-Gen Consulting: Link universities with the industry

How can you drive innovation from universities to industry? How can you integrate bright young minds into company projects? PDAgroup puts this into practice, through activities such as the SAP initiative Next-Gen Consulting.

In cooperation with the university Management Center Innsbruck (MCI) and the companies Cisco and Hitachi, PDAgroup has organized a consulting project for two motivated student groups that is supported by the SAP Initiative.Read more >

Training Operations Services

We have over 10 years of experience delivering effective trainings to our customers. We also offer several services related to trainings including planning, organizing, and delivering trainings on your behalf. Our qualified facilitators not only perform enablement programs but also help you evaluate your training needs and manage and organize events in their entirety. In this way, participants can benefit from the most suitable and comfortable learning environment, and trainers and presenters are free to focus on delivering high-quality trainings sessions.

Assess

Our experienced facilitators not only deliver enablement programs but also help you evaluate your training needs.

At the same time, a team of enablement planning experts will assess your needs regarding costs and budgeting and arrange every last detail from setting the agenda and sending out invitations to participants to determining specific catering needs.

Design

A team of enablement planning experts will arrange your training events to suit your organization’s specific requirements and take care of everything prior to the start of an event.

The result is that participants have the most suitable and comfortable learning environment, and trainers and presenters are free to focus on delivering high-quality and targeted trainings.

Transform

Your organization will profit from the knowledge gained and behavior changes that will result from our training, enablement, and coaching programs which use the latest digital tools and teaching techniques.

They will transform your organization from the inside out and optimize your business, preparing your team to succeed and thrive in an increasingly competitive global digital market.

Assess

Our experienced facilitators not only deliver enablement programs but also help you evaluate your training needs.

At the same time, a team of enablement planning experts will assess your needs regarding costs and budgeting and arrange every last detail from setting the agenda and sending out invitations to participants to determining specific catering needs.

Design

A team of enablement planning experts will arrange your training events to suit your organization’s specific requirements and take care of everything prior to the start of an event.

The result is that participants have the most suitable and comfortable learning environment, and trainers and presenters are free to focus on delivering high-quality and targeted trainings.

Transform

Your organization will profit from the knowledge gained and behavior changes that will result from our training, enablement, and coaching programs which use the latest digital tools and teaching techniques.

They will transform your organization from the inside out and optimize your business, preparing your team to succeed and thrive in an increasingly competitive global digital market.

Training Operations Insights

The New Frontier For Business Training

The New Frontier for Business Training

Our attention spans are shrinking. Since 2000, our attention spans have dropped from 12 to 8 seconds. This officially makes humans rank worse than goldfish when it comes to our ability to focus, especially on things like business training.

Read more >

5 Trends in Channel Enablement

As the pace of digitalization accelerates, so too must channel enablement while constantly reinventing itself so that vendors and partners can keep an edge over their competitors. Every time technology has changed, the lingo and topics that enablement has focused on needed to change along with it.Read more >

The Secrets of Enablement Event Planning

Enablement event planning within large organizations can be a logistical nightmare. If you overlook or forget a tiny detail, chances are someone will complain about it. In the end, enablement event planning almost always takes a lot more time and effort than you had expected.Read more >

The New Frontier For Business Training

The New Frontier for Business Training

Our attention spans are shrinking. Since 2000, our attention spans have dropped from 12 to 8 seconds. This officially makes humans rank worse than goldfish when it comes to our ability to focus, especially on things like business training.

Read more >

5 Trends in Channel Enablement

As the pace of digitalization accelerates, so too must channel enablement while constantly reinventing itself so that vendors and partners can keep an edge over their competitors. Every time technology has changed, the lingo and topics that enablement has focused on needed to change along with it.Read more >

The Secrets of Enablement Event Planning

Enablement event planning within large organizations can be a logistical nightmare. If you overlook or forget a tiny detail, chances are someone will complain about it. In the end, enablement event planning almost always takes a lot more time and effort than you had expected.Read more >