Online seminar
Digitization in sales
"Digital communications expert in B2B sales"
Increases sales & revenue | Saves time | Increases efficiency
Seminar 100% online, live and interactive
For whom:
Everyone who is in contact with customers in B2B sales & B2B marketing
Online Seminar Objectives:
- You are proficient in professional communication via digital channels
- You learn to present online in a winning way
Your added value
Digital pioneers in B2B sales achieve five times higher revenue growth rates and are 25% more productive than average companies*.
From the author of the books:
Sales digitization
Everything important about the seminar at a glance
Price
- 1.000 € plus VAT per participant
- Included services:
- Participation in the interactive digital sales seminar
- Member of the seminar chat group for three months after the seminar for networking and exchange of experiences
- Online participant documents
- Certificate (after online final exam)
- Reference book: “Digitalization in B2B Sales” from Springer Gabler Verlag. Author: Stephan Kober
Duration & Content & Funding Opportunities
- Duration
- Content
- You know and master all relevant digital tools that are necessary and effective for a professional and efficient buying process with B2B customers
- You learn the “sales of the art” digital sales, which means: to present online so that prospects become customers
- With an excellent, hybrid sales process, you massively increase your chances of setting yourself apart from the competition
For whom?
- Saleswomen- and men in B2B-sales
- Business Development Manager
- Key Account Manager
- Area Sales Manager
- Sales Engineers
- Sales Manager
- Team leader sales
- Sales Representative
- All those who are in personal contact with customers
For what? The added value of the seminar
- Higher sales & revenue: Through the effective and convincing combination of digital and on-site communication, you convince your B2B customers that you are the right provider - even with higher prices.
- Higher sales efficiency: more customer contacts in the same amount of time
- Increasing closing ratio: You achieve more interaction with the customer during the sales process by intelligently combining personal "on-site" with virtual communication. For example, you transfer more quotes into orders through a virtual quote meeting with the customer.
- Higher market shares in the sales area through digital acquisition of new customers and by means of your own, individual digital sales strategy (without PowerPoint!)
- High reputation among customers through professional application of the latest methods in digital customer communication
- Expand network and exchange experience within the training group so that the transfer of theory into practice for successful digitisation in sales quickly brings joy and measurable results
- Time-saving and efficient: no travel hassle
- Live exercises: Even salespeople learn best in practice - we practise the digital sales conversation to positively amaze B2B customers.
- The dovetailing of sales and marketing:lead management, the presence in social media, the sensible use of the CRM system - digitalisation
In this video, I show why it is obligatory for management and salespeople in the B2B environment to give the topic of digitalisation in sales the highest priority:
Things to know about the seminar
- Well-founded and field-tested methods of authentic, virtual customer communication, seminar without sales truisms and platitudes
- 100% for practice: Exclusively content and methods that can be immediately applied in B2B sales practice.
- During and after the seminar, you will know and master the entire repertoire of contemporary, virtual communication in B2B sales. Any talented salesperson can become a digital communication expert with this course
- Already during the seminar, you put the contents into practice with exercises for digital sales between the modules in your practice
- Exercises are presented online between modules and can be accessed at any time from any location for implementation in practice. You can always visualise your personal learning progress. No paperwork, no long searches for the right documents.
- Suitable for "digital natives" but especially for those who have sold "classically" for decades and now want to digitise access to the customer/prospective customer in addition to the on-site conversation.
- Interaction and know-how transfer between the modules and after the seminar: Since tricky questions usually only come up when they are applied in practice, the modular structure is valuable: between the modules, the participants define important tasks for themselves. Questions that arise can be clarified at the next module or immediately within the internal training chat group. This provides participants with maximum effectiveness in applying the new knowledge in practice, even in the face of greater challenges.
Things to know about the coach
In diesem Buch entschlüssele ich den “Glückscode” von Feuerwehrleuten. Mit diesem zeige ich Ihnen, wie Sie Ich zeige Ihnen damit, wie Sie
- Multiple book author at Springer Gabler Verlag
- Master of Business Administration (University of Surrey), research topic of the currently running part-time doctorate: "Digitalisation in B2B Sales".
- B2B sales expert: Two decades of B2B sales experience, from field sales representative to executive with nine-figure sales responsibility to award-winning sales trainer with proven successes
- Multiple awards as a speaker and trainer (Top Speaker Award | Silver Winner European Award for Training, Consulting and Coaching 2015/2016)
- Guest author in numerous trade media(press publications)
- Author of the book "Digitalisation in B2B Sales - Improving Results with Digital Tools - Impulses for Decision and Implementation".
Digitalisation of sales
Contents of the digital sales seminar
Module 1: The virtual overview
- The most important tools in digital B2B sales and corporate communication and: the new "customer journey" in the context of digitalisation in sales
- Impulses for deciding and selecting the tools in customer communication that are important for B2B sales for your company
- You create your own digital communication strategy
- After the module ...
- … you know all the digital communication tools relevant for B2B sales.
- … you have a clear basis for decision-making and all relevant information on which sales tools are relevant and effective for use in your company’s practice in order to quickly and pragmatically tackle the challenges of digitalisation in sales.
Module 2: Implementation, video and social media
- The roadmap for rapid implementation within the company - even against internal resistance
- Conduct professional and effective videoconferences and online meetings with clients
- The correctly dosed and effective use of social media in B2B sales
- After the module ...
- … you can create a pragmatic roadmap on how to consistently implement new methods within the company for more success in sales & distribution.
- … you will master the necessary basics to conduct video conferences with customers in a professional manner. Zoom” and “Teams” are used as a basis, but you can use the procedure for any video conferencing system.
Module 3: Videos for Customers, Organisation, Collaboration Marketing and Sales
- Quick and easy creation of short, individual and effective videos for the client
- The time-saving use of real-time appointment retrieval systems
- The successful dovetailing of sales and marketing: winning valuable customer enquiries from the internet through direct coordination
- After the module ...
- … you can produce short, fast and high-quality videos for your customers.
- … get more results from the cooperation between sales and marketing.
Module 4: Use of inbound marketing systems
- Easy and successful use of email systems of the person interacting directly with the customer
- Replacing cold acquisition with warm acquisition: The potential of website visitor analytics systems for customer acquisition
- After the module ...
- … you will generate more relevant customer enquiries/leads online.
Module 5: Your virtual unique selling propositions
- Your own sales podcast: A waste of time or a unique selling proposition within the digital sales and marketing strategy?
- Brain-friendly and interest-generating forms of presentation to the customer
- Exam: To what extent has this online training helped you in digital development?
- After the module ...
- … further enhance your reputation within your clientele.
- …you will receive your certificate after successfully passing the exam.
What participants say
Very well-founded knowledge is imparted, coupled with Westphalian humor and plain-speaking statements. An advanced training that was a lot of fun, brings a high benefit with it and offers an absolutely good price-performance ratio! Highly recommended!
"I can recommend Stephan Kober to everyone. He not only supports with digital tools, but always sees them in the concrete sales context."
"Stephan Kober is my ambassador of fascination for sales."
"His trainings bring us forward in B2B sales!"
All in all, a great added value and you get used to your flamethrower ego very quickly ;-). Thanks again, never had such an exciting training.
Your digital sales training
Eight reasons why this online seminar is worthwhile
- Contents affecting the result
Every single module is 100 per cent designed to increase efficiency and effectiveness in B2B sales as well as the pleasure of working with the customer. Inflationary terms such as “customer journey”, “digital sales”, “digital transformation in sales”, “smart data”, “big data”, “lead generation” or “digitalisation in B2B sales and marketing” are clearly explained and their beneficial use in practice is presented. This is followed by practical ways to apply useful digital tools in such a way that customers are delighted and end up selling more products and services at higher prices. All methods do not stop at theoretical presentation, but each individual element is trained on real examples in practice. It combines classic sales training with the most important methods from the world of digital communication, also to massively increase the efficiency of (digital) sales processes and to positively change clearly defined success factors. This training will bring you a decisive step forward in the area of planning, coordination, implementation and optimisation of digital dialogue and virtual conversation with your customers.
- Securing the future of one's own work performance
Studies show that the upper quartile of entrepreneurial virtual pioneers achieve a factor of five (!) higher turnover growth and at the same time 25 % higher productivity in sales. In the future, no company will be able to avoid the use of digital possibilities in sales communication. This online seminar offers you a massive head start on many others who believe that you can still take your time with this topic. 6 out of 10 decision-makers in B2B sales firmly believe that digitalisation will be decisive for sales success now and in the future, but at the same time about the same number still have no plan as to what the implementation in their own sales practice should look like in concrete terms. This phenomenon can also be found in management. This seminar, among others, solves exactly this problem. Introduce sales communication benchmarks in your industry and streamline your sales processes. The fact that not everything will be digital in the future, but that “classic human-to-human” conversations will also take place, is taken into account by training the intelligent combination of digital and analogue communication. This is independent of your function in sales. You will be able to find desired customers more quickly, know how to use CRM systems, such as the CRM system. Get Salesforce or Hubspot right.
- Modern didactics
Gone are the days of frontal sound reinforcement. Ich habe Erfahrung aus mehr als 3.000 Trainings und Vorträgen. In the online sales training, the latest web-based technologies are also used to facilitate the transfer of knowledge into practice quickly and easily. You will noticeably increase your competences in B2B sales communication with the customer. The seminar is a digital communication training.
- Flexibility
If the participant cannot attend a maximum of two dates, we will make the recording of the missed training available to you for one week, subject to copyright and our General Terms and Conditions. The seminars can also be conducted as in-house training.
- Platitude-free event without advertising
The seminar fee enables us to manage completely without financially supporting partners. Every digital tool is therefore examined critically, advantages and disadvantages are presented independently and the best possible use is trained. We do not allow ourselves to be sponsored by any GmbH, AG or other corporations or partnerships or other projects.
- Learning from the expert
Two decades of experience in B2B sales, as a manager and “live on the front line”, have washed me clean. In this training I show which tools are superfluous and which are effective and successful to convince and amaze existing and potential customers in the rough world of B2B sales practice. Your time is very well invested here. In addition, you will receive the latest sales-relevant information on the state of the art of science on digital channels, as I am currently doing my doctorate in parallel on the topic of “Digital Customer Communication in B2B Sales”. Companies trust us because we not only “keep up” with digitalisation in sales, but actively explore new ways to amaze B2B customers via digital sales. This way you will find the right prospects – and they will become customers much more often. In addition, clear digital sales processes, which are also part of the training, help. The dovetailing of marketing and sales is also an important component in the training modules.
- Certificate & money-back guarantee
Participants receive a certificate after successfully passing the exam, which is useful for career advancement. If the course participant finds that the seminar is not right for him or her, participation can be cancelled up to the 2nd seminar module. The seminar fee will then be refunded in full. Don’t worry: you can expect no “chakka” rhetoric.
- Networking and exchange of experience
The voluntary membership in the chat group, which is active parallel to the online training, makes the exchange of experience in the application of the methods very valuable. You also expand your network with like-minded people in a heterogeneous group.
Frequently asked questions
Term Series 10 (Fully booked)
Tuesday, 08.03.22, 08:15-11:45 | Thursday, 17.03.22, 13:15-16:45 | Wednesday, 06.04.22, 08:15 – 11:45 | 04.05.22, 08:15-11:45
Appointment series 11
Wednesday, 17.08.22, 08:30-12:00 | Monday, 29.08.22, 8:30-12:00 | Wednesday, 14.09.22, 08:30-12:00 | Thursday, 22.09.22, 13:15-16:45
Further series of dates will follow and will be presented here in due course.
Please enquire about individual company seminars at ak@koberaktiviert.de
The seminar is suitable for anyone who has direct customer contact in the B2B environment. It doesn’t matter whether you sell products or services. Whenever it comes to communicating with clients, the contents of these trainings will be relevant. The seminar is less suitable for internal clerks who have almost exclusively written contact with the customer.
During the seminar period and up to three months after the start of the seminar, participants have the opportunity to exchange information quickly and informally with other training participants. The added value is enormous: you make new contacts and can exchange experiences on the application. This regularly leads to even better application possibilities in sales practice, with the result of impressing customers even more sustainably, communicating better than the competition and thus improving one’s results.
Family issues, holidays, illness, important customer appointments – there are always reasons why one or the other appointment cannot be kept. For a maximum of two cancelled dates, we will provide the participant with the video summary of the training for one week, subject to copyright and our general terms and conditions. To obtain the certificate, the participant must be present at at least three events live in the online seminar.
We accept, for example, the NRW Bildungsscheck (compensation of up to 50% of the investment possible) and other state funding programmes. To do so, please send us your request to ak@koberaktiviert.de with the subject “Digital training funding”.
Please contact us and send us an email to ak@koberaktiviert.de with the subject “Special conditions group participation digital training”. Please let us know how many participants you would like to register.
The GTCs located on the website apply. Cancellation is free of charge up to four weeks before the start of the seminar, as is rebooking with another participant. In case of cancellation less than four weeks before the seminar, the seminar fee will be charged. For further details, please refer to the GTC (https://koberaktiviert.de/allgemeine-geschaeftsbedingungen/).
In order to participate fully in the training sessions, we recommend at least the following equipment:
– Current PC, notebook or Mac
– Headset or headphones with microphone
– Webcam with at least 1080 P resolution
If you are not yet sure whether this seminar is right for you, we can arrange a short telephone appointment. Simply contact us at ak@koberaktiviert.de with the subject “appointment digital training”.
If the course participant finds that the seminar is not right for him or her, participation can be cancelled after the first seminar module. The seminar fee will then be refunded in full.
Request info package free of charge
Register for the seminar
About Stephan Kober
As a multiple award-winning keynote speaker, author and trainer, I advocate for greater efficiency and more joy in sales. My clients are congress organizers, medium-sized companies, world market leaders as well as TecDAX companies.
I write books, give lectures, train employees as well as managers in sales and am a silver award winner of the European Award for Training, Consulting and Coaching 2015/2016 (BDVT).
As a business administrator (VWA), I earned a Master of Business Administration degree from the University of Surrey.
In two decades, I have experienced all the ups and downs of positions from sales representative to manager with responsibility for nine-figure sales. All of this now culminates in scientifically sound and at the same time field-tested ways to activate “sales power” and win customers honestly.
In my spare time, I am active in the volunteer fire department in the position of “attack squad leader”. My listeners and readers feel that: What I extinguish voluntarily, I ignite on stage and in sales: Fire!
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* Sources
Studie 1: Gregg et. al, 2020, Leading with purpose: How marketing and sales leaders can shape the next normal
Studie 2: Catlin et. al, 2016, How B2B digital leaders drive five times more revenue growth than their peers
Studie 3: Angevine et. al, 2020, When B2B buyers want to go digital—and when they don’t