Sales & Channel Management

We build targeted and tailored development programs to assist companies in areas of sales and marketing,
channel management, innovation, and strategic development.

Targeted. Tailored. Flexible.

In the digital age, companies and channels need to understand how to target customers with the right ideas, insights, and messages earlier in the purchasing process.

We assist organizations in the targeted development of their workforces and channel by providing them with the necessary skills required to overcome any business challenge. Our flexible programs are combined with analysis workshops, classroom trainings, webinars, and e-learnings with additional coaching programs for managers to ensure optimal success and results.

Inspirational Selling Program

Assess

Increasing business with existing accounts is one of the top sales priorities for many of our clients.

Often money is left on the table, business is lost to competitors, and opportunities are missed due to gaps in skills. Complex solution selling is not easy, and today’s sales executives need to have the right key skills to be successful in the digital age.

Design

We designed the Inspirational Selling Program to take your sales executives through the sales cycle by infusing best practice methods with blended learning enablement sessions.

Your sales executives will gain a deeper understanding of their customer contacts and their end customers.

Transform

Your sales executives will start to grow their high-priority accounts in a more strategic way.

We’ve helped transform thousands of salespeople with our Inspirational Selling Program, focusing on the key ingredients needed to fill the pipeline, reduce the sales cycle, and dramatically increase win rates.

Assess

Increasing business with existing accounts is one of the top sales priorities for many of our clients.

Often money is left on the table, business is lost to competitors, and opportunities are missed due to gaps in skills. Complex solution selling is not easy, and today’s sales executives need to have the right key skills to be successful in the digital age.

Design

We designed the Inspirational Selling Program to take your sales executives through the sales cycle by infusing best practice methods with blended learning enablement sessions.

Your sales executives will gain a deeper understanding of their customer contacts and their end customers.

Transform

Your sales executives will start to grow their high-priority accounts in a more strategic way.

We’ve helped transform thousands of salespeople with our Inspirational Selling Program, focusing on the key ingredients needed to fill the pipeline, reduce the sales cycle, and dramatically increase win rates.

Inspirational Selling Insights

Pinpoint Your Key Accounts

5 Undeniable Advantages of Prioritizing Key Accounts

View this post in English or German

The fourth quarter is rapidly approaching and with it the often dreaded end of the year financial statements will soon be on their way, making this high time for sales and key account planning for 2018. As is the case with all business decisions, valuable time and attention must be paid.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

The fourth quarter is rapidly approaching and with it the often dreaded end of the year financial statements will soon be on their way, making this high time for sales and key account planning for 2018. As is the case with all business decisions, valuable time and attention must be paid.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

Assess

The global marketplace is continually transforming, and as it changes, companies must adjust to face new challenges, especially in their go-to-market approach. We designed the Digital Selling Program to accelerate the transformation of our clients’ sales & marketing teams for the Digital Age.

Design

We bring together business analytics and strategic design thinking methods to enable our clients to review their sales and marketing strategies and build a sustainable end-to-end process for their go-to-market.

Transform

You are not left alone with the execution of the defined sales and marketing strategies. Your execution team is supported by regular consultation calls with our experts throughout the program to ensure maximum success.

Assess

The global marketplace is continually transforming, and as it changes, companies must adjust to face new challenges, especially in their go-to-market approach. We designed the Digital Selling Program to accelerate the transformation of our clients’ sales & marketing teams for the Digital Age.

Design

We bring together business analytics and strategic design thinking methods to enable our clients to review their sales and marketing strategies and build a sustainable end-to-end process for their go-to-market.

Transform

You are not left alone with the execution of the defined sales and marketing strategies. Your execution team is supported by regular consultation calls with our experts throughout the program to ensure maximum success.

Digital Selling Insights

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 >

tablet, future, information technology, close-up

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

The increased use of social media has revolutionized how we sell. The advent of social selling is symbolic of the deeply entrenched behaviour of B2B buyers, who now more than ever use social media as an significant component of their research efforts about the solutions available to them.

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 >

tablet, future, information technology, close-up

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

The increased use of social media has revolutionized how we sell. The advent of social selling is symbolic of the deeply entrenched behaviour of B2B buyers, who now more than ever use social media as an significant component of their research efforts about the solutions available to them.

Read more >

Design Thinking Program

Assess

Do you know how and why your customers buy from you? If you do, that’s what makes you successful.

Through an engaging process, we support you in working on real and current challenges, bringing concepts to life through the lens of “Design Thinking”.

Design

From defining core personas and ideation for new ways to deliver your products and services to your customers to prototyping entirely new products and services, your sales opportunities will expand as you learn new ways to satisfy and captivate your customers.

Transform

We’ve helped our clients by sharing a plethora of Design Thinking methods and techniques used by the most successful brands in the world. Your team will collaboratively design new ways to meet and exceed customer expectations while building successful sales journeys and partnerships as well as sustainable businesses.

Assess

Do you know how and why your customers buy from you? If you do, that’s what makes you successful.

Through an engaging process, we support you in working on real and current challenges, bringing concepts to life through the lens of “Design Thinking”.

Design

From defining core personas and ideation for new ways to deliver your products and services to your customers to prototyping entirely new products and services, your sales opportunities will expand as you learn new ways to satisfy and captivate your customers.

Transform

We’ve helped our clients by sharing a plethora of Design Thinking methods and techniques used by the most successful brands in the world. Your team will collaboratively design new ways to meet and exceed customer expectations while building successful sales journeys and partnerships as well as sustainable businesses.

Design Thinking Insights

two, business people, european, smiling, explaining, oudoors, laptop, typing, sitting, portrait, e-learning, coaching, virtual

Be More Successful with Industrial Design Thinking, even as a SME

New technologies are changing our everyday life more and more rapidly. In the world of IoT small sensors and processors ensure that devices not only capture useful data but also evaluate it and communicate with each other. This technology shift enables new business models – also for SMEs.Read more >

Study Reveals the Success of Design Thinking – How Valuable is it For You?

In their latest study “Parts Without a Whole?” researchers at the Hasso Plattner Institute (HPI) found out that businesses are using Design Thinking in a more extensive and diverse way than assumed. 71% of the respondents stated that the innovation concept of Design Thinking had improved the working culture in their teams. Even the innovation processes became significantly more efficient for many companies (69%) and the involvement of end users occurred more frequently (48%). That all together increases profitability in the long run.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 >

two, business people, european, smiling, explaining, oudoors, laptop, typing, sitting, portrait, e-learning, coaching, virtual

Be More Successful with Industrial Design Thinking, even as a SME

New technologies are changing our everyday life more and more rapidly. In the world of IoT small sensors and processors ensure that devices not only capture useful data but also evaluate it and communicate with each other. This technology shift enables new business models – also for SMEs.Read more >

Study Reveals the Success of Design Thinking – How Valuable is it For You?

In their latest study “Parts Without a Whole?” researchers at the Hasso Plattner Institute (HPI) found out that businesses are using Design Thinking in a more extensive and diverse way than assumed. 71% of the respondents stated that the innovation concept of Design Thinking had improved the working culture in their teams. Even the innovation processes became significantly more efficient for many companies (69%) and the involvement of end users occurred more frequently (48%). That all together increases profitability in the long run.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 >

Training Operations Services

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

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 >

one, female, planning, future, standing, information technology

Thrive on Change with Customer-Centric Channel Management

Consumers love it when industries get shaken up. Changes in processes or technology result in a flurry of new businesses offering better deals for lower prices, giving customers a license to be demanding. On the supply side of the equation though, change can be extremely difficult for those with established business models.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 >

one, female, planning, future, standing, information technology

Thrive on Change with Customer-Centric Channel Management

Consumers love it when industries get shaken up. Changes in processes or technology result in a flurry of new businesses offering better deals for lower prices, giving customers a license to be demanding. On the supply side of the equation though, change can be extremely difficult for those with established business models.Read more >