References
“Our customers book us again and again – they know why.”
Customer testimonials

“Every sales manager who wants to move his team forward in terms of motivation, quality and results should let Stephan Kober activate him.”

“Our sales staff now enter price negotiations more calmly and come out of them more successfully. Stephan Kober worked with us to develop a customized negotiation training course for our sales team.”

“Stephan Kober showed us in sales how hybrid selling works – practical, precise and with aha-effects! His strategies have greatly expanded our way of being active in sales.”

“Trainers as you would wish!!!
In my life I have already had the opportunity to take part in several training courses on customer acquisition, dealing with customers, how to reflect on yourself and what are the most important topics in a conversation.”

“Stephan Kober has internalized sales and his trainings are an asset to anyone who is in contact with people.”

“If you get two participants to sit in the car for 500km as early as 06:30 in the morning, just so they don’t miss any (online!) seminar units, you’ve probably said it all. Top content mix, excellent practical relevance.”
Case study 1
Industry sector: Automation technology
Key figures:
Further training for the entire sales department on the topic of digital sales. Training in communication with heterogeneous decision-makers in different target sectors via digital channels. Reservations regarding the use of digital media should be reduced and the development of skills in the confident use of new communication media should be accelerated.
Even during the training, customers were positively amazed by the pattern-breaking video conferences. Sales efficiency was measurably increased by partially replacing on-site appointments with digital ones – with a positive effect on the closing rate and prices achieved.

Case study 2
Industry: Electronics manufacturer
Key figures:
Professionalize sales process and enhance virtual communication skills. The client’s challenge was to professionalize the sales team in terms of market cultivation in the form of new customer acquisition and existing customer expansion in such a way that, on the one hand, new customer acquisition is pushed via new media and, at the same time, customer communication runs “hybrid”. In this context, hybrid also means the target-oriented combination of on-site communication and virtual contact with decision-makers.
The result is a significantly more efficient customer approach with significant cost savings per customer appointment and, at the same time, a higher quote-to-order completion rate by means of hybrid customer communication. Within 8 weeks, top decision-makers were acquired from highly interesting potential customers, some of whom had previously not responded to calls or e-mails.

Case study 3
Industry: Mechanical engineering
Key figures:
Increase in new customer sales in the machine class up to 40 tons. The specific task was to profitably increase the market share in this particular machine class in the double-digit percentage range, i.e. not through aggressive pricing, but through new customer acquisition, competitive displacement and value-added arguments. This was done in an extremely competitive market environment with high market transparency and machines with highly comparable specifications.
Number of new customer contacts multiplied in 6 months, volume of offers to new customers increased by a high six-figure figure, accompanied by a significant increase in the quotation-to-order completion rate.

Case study 4
Industry sector: Industrial services in the construction industry
Key figures:
Increasing sales efficiency by, among other things, expanding the ability to communicate virtually with the customer. Virtual communication with customers is a challenge, especially for companies with traditional sales organizations. The requirement in this project was that in a rustic market environment, sales staff had to set standards in terms of digital communication with the customer. The goal was to significantly increase the number of contacts with decision-makers using the same sales team, while at the same time reducing travel costs and increasing closing ratios. In addition, there was the requirement that, especially in large projects, the customer’s purchasing committee, consisting of various decision-makers, could be better addressed through appealing video conferences than exclusively via telephone or on-site appointments.
As a result, large orders were completed more quickly because decision-makers from the buying center could be brought to the “virtual table” more quickly via video conferencing. The added value of the collaboration was convincingly presented to the decision-makers through engaging video conferences.

Case study 5
Industry: Plant engineering
Key figures:
Passing on increased purchasing costs to customers despite existing contracts was the task in this project. Concrete and intensive needs analysis were just as much a part of the training scope as a dedicated offer presentation geared to the customer. The participants were prepared for price negotiations by means of intensive simulations in order to successfully counter price reduction attempts on the part of the purchasing department.
By means of well thought-out preparation of price negotiations, including clear presentation of the quantifiable added value of the supplier for the customer, the announced price increases were achieved.

More customer testimonials

“I successfully completed a sales training course with Mr. Kober. Very practical and hands-on. No “Chaka, we can do this” mentality, but absolutely focused on the individual and their skills and the task of sales.”

“His talk is a guaranteed key experience for discovering new sales channels!”

“The online presentations were motivating and enriching for the RATTPACK sales team. Our team was “activated” to question existing processes and integrate new approaches from the presentations into everyday sales.”

“Stephan Kober has shown us how we can be successful through hybrid customer communication. The use of a skillful mix of face-to-face meetings, video meetings and videos for the customer can be successfully applied in the B2B sector.”