© 2002 Infoteam Sales Process Consulting AG

WORKSHOPS Initiating New Business Winning Complex Sales Coaching the Sales Process Managing Strategic Accounts CONSULTING AND COACHING

12-09-02, Slide 1

OVERVIEW

Agenda

Goal

To recognise how Infoteam can improve your performance         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 12-09-02, Slide 3

OVERVIEW

Infoteam in Brief

Helping companies develop & deploy an ideal sales process       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

Corporate clients

Arcor Ascom BT Ignite Commerzbank Deutsche Telekom Dussmann Epson Festo General Electric Lista Oracle PwC SAP Siemens Schlumberger Swisscom Unaxis Xerox 12-09-02, Slide 4

OVERVIEW

Sales Process – A Strategic Asset

The sales process is the Central Process Unit of selling Negotiating Skills Obtaining Appointments Team Work Proposal Writing

Sales Process

Questioning Techniques Time Management Internal Selling Presentation Skills Industry & Customer Knowledge © 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 5

OVERVIEW

Infoteam Workshops

Identify key issues in the sales process and deliver results through high-impact workshops 1. Identification 2. Qualification 3. Cover-the-BC

Initiating New Business Infoteam Workshops Winning Complex Sales

7. Account Development

Managing Strategic Accounts Coaching the Sales Process

6. Implementation 4. Proposal 5. Decision © 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 6

WORKSHOPS

Initiating New Business (INB)

Goal

Generate new qualified opportunities for continued growth

Contents and Results Target Audience Duration

 Systematic targeting of accounts  Uncover new business with existing accounts  Consultative approach to selling  Comprehensive preparation  Improved control of sales process Pipeline of qualified opportunities Increased footprint Improved credibility & status More successful sales calls Shorter sales cycle and accurate forecasts Account Managers, Virtual Account Team Members, Sales Managers 2 Day Workshop, 1 Day Follow-up (after 3 Months) © 2002 Infoteam Sales Process Consulting AG

Key Issues

• Reactive selling • Ineffective entry strategies • Unproductive appointments 12-09-02, Slide 7

WORKSHOPS

Winning Complex Sales (WCS)

Goal Contents and Results

To maximise chance of winning through an effective sales process  Identify and eliminate sales process deficits  Focus on the right projects  Improve action plans in live-cases  Common language  Better sales process control  Putting concepts into action Improved closing rate

Key Issues

Better resource utilisation Increased revenue Better teamwork & coaching Accurate forecasts Long term impact • Selling to the wrong people • Poor team communication • Sales process only on paper

Target Audience Duration

Account Managers, Virtual Account Team Members, Sales Managers 2 Day Workshop, 1 Day Follow-up (after 3 months) © 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 8

WORKSHOPS

Coaching the Sales Process (CSP)

Goal

Faster implementation, sustained impact, real change

Contents and Results

 Moving from concepts to action  Lead the process of change by example  Integrating practices into daily business  Coaching, instead of controlling Faster return-on-investment Recognition for sales leadership Sustained improvements Improved productivity and motivation

Key Issues

• Initiatives that are not implemented • No ROI for training • Resistance to change

Target Audience Duration

Sales Managers and Management Team 2 Day Workshop und 1 Day Follow-up (after 3 months) © 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 9

WORKSHOPS

Managing Strategic Accounts (MSA)

Goal

Increase customer loyalty and revenue through systematic account development PLATZHALTER

Contents and Results

 Deeper understanding of the customer  Help customers achieve their goals  Create strong customer partnerships   Alignment between promise and delivery Collaborative account planning Uncover new opportunities Greater customer value More non-competitive repeat business Greater customer loyalty and trust Motivated team and better results!

Target Audience Duration

Account Managers and Virtual Account Teams 1 Day Kick-off Workshop, 2 Day Account Planning (after 2 months) © 2002 Infoteam Sales Process Consulting AG

Key Issues

• Account planning = paperwork • Uncoordinated account activities • Unexploited growth potential 12-09-02, Slide 10

OVERVIEW

Comprehensive Solutions

Wide-ranging services designed to meet your needs

Workshops Initiating New Business Winning Complex Sales Consulting and Coaching

 Optimise sales process before automating (CRM)  Opportunity and account reviews  Win/loss analyses © 2002 Infoteam Sales Process Consulting AG

Coaching the Sales Process Managing Strategic Accounts

 Sales strategy  Coaching of sales managers  Aligning training with the sales process  Coaching change initiatives 12-09-02, Slide 11

CASE STUDY

FESTO

Primary Goal

To increase market share with large customers

Company Profile Additional Project Goals

     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)   Transform from product to solution vendor Enhance growth through customer-oriented behaviour PLATZHALTER © 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 12

CASE STUDY

FESTO

(Continued)

Infoteam Engagement

       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

Success Factors

    Program ownership at board level Sales managers taking responsibility for change Strong commitment from Key Account Director Training program totally integrated into company strategy © 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 13

OVERVIEW

Successful Implementation

Critical Success Factors from our experience 5.

6.

7.

8.

1.

2.

3.

4.

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 12-09-02, Slide 14

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 12-09-02, Slide 15

OVERVIEW

THANK YOU

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

12-09-02, Slide 16