Huber + Suhner
KHD Coal + Minerals
GMC Software Technology
Homburger Law Firm
Malik Management Center
Steria Mummert Consulting
Achmea Health Insurance
Adveq Private Equity
Elavon Merchant Services
Funk Insurance Broker
Golding Capital Partners
Over the past year, my team has employed the principles of "Customerized Selling" and it's not only helping our productivity and sales numbers (146% year-on-year growth), but helping us to form stronger relationships with our clients. Thank you for giving us the tools to truly understand what's important to our customers."
Winning Complex Sales has made a real difference in my sales team. 100% of the Key Account Team have been certified which shows that they have made the Vodafone way of Selling part of their sales DNA. We have increased our win rate and the number of deals the team do not chase. In the past we responded to every opportunity without properly qualifying. Now, with proper qualification, we do not tie up valuable specialist resources unnecessarily.
We were looking for a comprehensive methodology for Enterprise Sales and found what we were looking for in Infoteam. They are now our global partner and also provide us with an advanced account management program. The CRM component mirrors the methodology and makes their offering the most comprehensive in the industry. We also looked at Miller Heiman but Infoteam’s methodology, flexibility, professionalism and experience proved to be head and shoulders above the others.
Traditionally our tax advisors and business lawyers were used to get a phone call from their clients. But client behaviour has changed. Today clients evaluate several alternatives and expect us to be more proactive in building a relationship. We have successfully developed and implemented a structured sales process with Infoteam, and ensured that our business leaders drive the adoption in their teams.
If you have a sales force which comes together from different angles of the industry, it is very important to have a common terminology and sales process. Not just for the sales team but for all functions in the field organisation, including consulting and customer support. Your sales management needs to coach the process, ask effective questions and add value. I have been working successfully with Infoteam since 1997 in Switzerland, UK and Asia Pacific.
Festo is a global leader in industrial automation. Together with Infoteam we developed a Festo-specific version of Winning Complex Sales and qualified our sales managers in more than 40 countries to implement the methodology effectively. The field’s response to this program has been extremely positive. We have won several significant projects in new business areas and have been able to grow our business faster than the competition.
It’s practical; it has been proven to work; and it’s relevant to us. But this is much more than a sales process and a toolkit…it is about a culture. With this program, we complement our underwriting expertise with excellence in sales. It‘s about identifying, winning and growing the right business, and making this approach part of our culture.
Based on extensive research of customer and vendor organisations, the book Customerized Selling uncovers a number of glaring gaps between customer expectations of salespeople and vendor performance. Moreover, it shows a considerable discrepancy between the capabilities that vendors think are important and those that customers actually want. Focusing on the latter, the book suggests ways to professionalise how you sell by incorporating customer expectations of salespeople into all aspects of sales engagements.
The book is essential reading if you want to make your sales process a competitive advantage and stand out by selling in the way customers want.
The best result so far is a contract which we extended for another three years and doubled in volume. Contract value €20 million.
We just closed the best quarter ever and are above budget for the FY. I am deeply convinced that this is the result of driving opportunities forward using your method.
We finally signed the €40 million deal at HSBC. The brilliant Deal One-Pager was very useful.
We won the €200 million pension fund mandate analysed at the workshop.
Today, we were awarded a €340 million network operations outsourcing contract. I would like to thank Infoteam for your added value in this major win.
The collaboration made a real difference and contributed significantly to our success.