Publishing House Koivuniemi - Business Consulting and Training - Sales process definition and methods, win/loss analyses, sales success factors, solution sales, service business, sales simulation coaching, personal sparring, online materials for sales, customer service training, system support for sales and customer service, sales development - EN
Developing Sales and Customer Service
The key aim of our sales development and training is to increase sales results through the cooperation. We are committed to this goal and set clear, definite ways to measure our success. We help to make sales processes more efficient, and we use effective coaching methods to support rapid changes and spar the salespeople according to their individual needs so that they achieve top results. We help to improve sales skills and develop competence in international solutions. We also provide support for building a productive service business and implementing the desired, unified operating model throughout your customer service process.
We deliver with high quality
- Sales process definition and methods
- Win/loss analyses to understand sales success factors
- Development programs for solution sales and service business
- Effective sales simulation coaching, training and personal sparring
- Online and self-study materials for sales and customer service training
- Assistance for developing and implementing system support for sales and customer service.
Case: International sales development
A large, international industrial enterprise took a big leap from product sales to selling solutions and services. They had a two-year sales development program for hundreds of managers and specialists around the globe at the same time. The participants were coached in the processes of solution sales and service business, and their international negotiation skills were developed. The cooperation between units was reinforced and lots of development ideas were generated, scrutinized and put into use. Finally, the customer relationship plans made by the participants during the training were sparred and the results were directly used in sales work. Koivuniemi was responsible for planning and carrying out this project.
Case: Win/Loss analyses improve results significantly
The Finland unit of a global IT company has developed its solution sales in long-term cooperation with Koivuniemi. The salespeople's competence in making quotations and their insight into the customers' needs have been enhanced, and this has resulted in notable improvement of key indicators. The cooperation has included, among other things, regular Win/Loss analyses to monitor the sales quality development, as well as training and support for the quotation work of the sales teams. In this way, the results and needed changes have been put into practice effectively.