References

Improving sales processes and customer interaction by enhancing performance based on customer opinion

Our client and their needs

With more than 110 years of experience in the production of industrial machinery, this company is a leading, globally active supplier of process equipment today. Its expertise focuses on dosage systems and pneumatic conveying systems, as well as complete material flow systems. The company is present at 30 locations around the world and employs some 2,500 staff.

Competition in this market is becoming increasingly fierce, with the same products being offered at lower prices. The strength of the company – the quality of its products – was no longer enough to guarantee long-term relationships and thus maintain its market share. Steering the behaviour of the key account managers away from being exclusively driven by sales helped the company to achieve this goal.

Our design and delivery

During the preparatory phase, it had to be ensured that all of the key accounts had a clear understanding of and access to the company values, and knew how these concepts were to be incorporated into daily business. The next step involved the revision of the sales process and thus structured staff planning. The final stage focused on identifying new sales channels and customer interaction.

How could we guarantee the results through training?

  • Maintain closer strategic proximity to the customer and therefore gain influence much earlier in the sales process
  • Ensure a simultaneously inward influence in the sales process
  • Invest more time in customer relations and networks in order to establish contact with purchase influencers
  • Increase customer individuality by listening closely to them. This helped to discover which values were decisive for customers. Intelligent surveys, curiosity and the courage to ask ‘difficult’ questions were essential elements here.
  • Improve relationship building abilities in order to generate customer retention and loyalty.
  • Dealing with difficult customer conversations
  • Better handling of price pressure through the confidence that this company does much more than its competitors
  • Inspiration and motivation to change and consolidate behaviour
Our results and their impact

The gustavkäser training sessions imparted knowledge, but it was the real-life practice in between those dates that really brought about behavioural changes and sustainability, and ultimately generated positive results. Participant feedback showed that the physical tools, such as memory cards and manuals, were highly appreciated as memory aids, and are still used regularly today. The participants also reported that far from being just another training course, several ‘light-bulb moments’ had followed since.

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Das sagen Kunden über gustavkäser:

  • „Mit dem gustavkäser Training habe ich gelernt, bestimmter aufzutreten und klare Botschaften zu formulieren. Die 4 Führungsgrundsätze begleiten mich seitdem täglich in meiner Arbeit. Dadurch geht es mir persönlich viel besser und es macht mir im Umgang mit meinen Kollegen einiges einfacher. Das schätze ich jeden Tag aufs Neue!“

    Daniela Hug

    Daniela Hug
    Operations Manager
    Volkshaus Basel

  • „Metrohm ist stolz darauf, der erste gustavkäser Kunde in Brasilien zu sein. Das erste Training vor mehr als 10 Jahren hat wesentlich dazu beigetragen, unsere Ergebnisse zu verbessern. Wir haben einen sehr engen Kontakt zu gustavkäser und unser jährlicher Schulungsplan besteht aus einem vielfältigen Portfolio von Modulen, die sich hauptsächlich auf den Kundenservice und das Verkaufsteam konzentrieren.“

    Sandro Barriouevo

    Sandro Barriouevo
    Sales Manager
    Metrohm

  • „Ich freue mich jeden Tag, das praxisorientierte Erlernte aus dem gustavkäser Training mit meinem Team oder bei unseren Partnern umzusetzen und anzuwenden.“

    Heinz Reber

    Heinz Reber
    Marketing- und Verkaufsleiter
    Chocolats Camille Bloch

  • „Meine Erfahrung mit gustavkäser Trainings war exzellent: Ich kann meine persönliche berufliche Entwicklung und das Wachstum meines Teams deutlich erkennen. Bei Kundenbesuchen bringe ich immer das Wissen von gustavkäser mit ein und erziele damit signifikante Ergebnisse.“

    Marcelo Teodoro van Lieshout

    Marcelo Teodoro van Lieshout
    Regional Sales Manager
    DSM

 

 

Alle Referenzen

Referenzauszug

ABBABBOTT LABORATORIESASCOM SOLUTIONSAIR PRODUCTSALLIANZANDREAS STIHLASMLAVISBACARDIBASFBAYERBAYER SCHERINGBELIMO AUTOMATIONBERENBERG BANKBERLIN HYP / LBBBERTELSMANNBLACK & DECKERBOEHRINGER INGELHEIMBOSCHBOSCH PACKAGINGBRIDGESTONEBURCKHARDT COMPRESSIONCAMPARIC. & E. FEINCANONCHEMTURACISCOCITIBANKCOCA-COLA/CCEDÄTWYLER CABLING SYSTEMSDAIMLERDEUTSCHE TELEKOMDKSHDKV EURO SERVICEDSMEDEKABANKENERGY AUSTRALIAENERSYSERCO LEUCHTENFABER CASTELLFAGFERAGFESTOOLFRAPORTGATE AVIATIONGATE GOURMETGEBERITGLAXO SMITH KLINEGOODYEARGUARDIANHAKLE-KIMBERLYHELBLING TECHNIKHITACHI TOOLSHOCHTIEF FORMARTHOERBIGERHOFFMANN-LA ROCHEHONEYWELLHP PELZER GROUPHSBC TRINKAUSJOTUNJT INTERNATIONALJULIUS BÄRKPMGKUEHNE & NAGELLAUFEN BATHROOMSLBB BERLIN HYPL’OCCITANELVMMETROHMMICROSOFTMINOLTAMITSUBISHI GAS CHEMICALMITSUI CHEMICALSMONDINECEL ECTRONICSNESTLÉNIKENOVARTISNUTRECOOCEDR. OETKERORACLEOTTOPARMALATPEEK & CLOPPENBURGPEPSICOPFIFFNER MESSWANDLERPFIZERPHILIP MORRISPORSCHEPROCTER & GAMBLEROCHE DIAGNOSTICSROCHE PHARMARUSTLER GRUPPESANDOZSANOFI AVENTISSAPSCHAEFFLERSCHIEDELSCHINDLERSCHWARTAUER WERKESEGMÜLLERSEIKOSENSIRIONSIEMENSSULZERSWISSCANTOTAZTCHIBOTDKTOSHIBA ELECTRONICSTOYOTATROUW NUTRITIONT-SYSTEMSTTCTTSVOSSLOHVANDERLANDE INDUSTRIESVOITH GRUPPEWESTFALIA SEPARATORWOLFORDWÜRTHZUMTOBEL LIGHTINGZÜHLKE ENGINEERING

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