From Product Explainer to Customer Understander

The success of many medium-sized companies to date has been based primarily on linear growth in their respective industries. But what happens when growth fails to materialize?

Classic sales techniques will then hardly suffice to win new customers and orders. At the same time, the SAP portfolio is currently changing rapidly, and the relevance of classic SAP expertise is declining. Therefore, successful sales specialists are increasingly evolving from product explainers to customer understanders.

In this context, sales experts from the SAP ecosystem will address practical ways of dealing with sales challenges in times of slowing economic growth on February 20 in Walldorf.

The focus of the workshop "Professional Sales with the Proven Sales Cycle Method", organized by the International Association for SAP Partners (IA4SP), is on the structured identification of demand drivers in the target market, efficient marketing communication of benefit-oriented core messages, methodical qualification of potential, transparent pipeline management, convincing presentation, winning communication, and high closing confidence.

It also addresses the question of how companies in general and salespeople in particular can win new customers and orders with value selling (transition from price-performance to price-benefit ratio).