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.”

“It pulls you along and activates you in the truest sense of the word. He and his team use a modular program to teach proven and new digital tools for high-quality, success-oriented sales work. The combination of tools is ideal.

The methodology is characterized by high interaction. Through active task setting
the transfer of knowledge is ensured in the long term.

Choosing this training from “Kober Activates” is very valuable for our company.”

“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.”

“The training modules include video tutorials as well as face-to-face and online workshops. This makes it possible to train our sales teams very compactly and in a short space of time. Mr. Kober succeeded perfectly with the content and didactic concept. The participants rate the practical implementation of the training courses as well coordinated and practical, extremely professional and entertaining. The success of the first training wave in Europe encourages us to roll out this program globally.”

“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.”

“He has helped us to communicate Palfinger’s technical advantages as clear unique selling points for our customers. This has a positive effect on the closing rate because customers now recognize the added value of Palfinger even more quickly. In addition, the participants were so enthusiastic about this training that they immediately familiarized new colleagues with the content so that they too could quickly get involved in our even more active customer communication. At the end of the day, it was a win-win situation: enthusiastic customers and enthusiastic employees!”

“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.”

“What I was able to experience here has surpassed everything that came before.

“Mr. Kober is responsive to people, encourages them to take part and uses highly interesting training methods to make sure that everyone has understood everything.

,,Mr. Kober, please activate more and more people!”

“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:

  • Employees: 8600

  • Duration of the training program: 6 months

  • Contents: Hybrid customer communication: target-oriented selection of the appropriate communication channel (presence or digital) and convincing presentation of added value and benefits for the customer

  • Task

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.

  • Result

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:

  • Employees: 550

  • Duration of the training program: 4 months

  • Content: digital customer communication and hybrid negotiation techniques

  • Task

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.

  • Result

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:

  • Employees: 800

  • Duration of the training program: 13 months

  • Result: 450 new sales opportunities within the training period, € 8 million project volume with new customers

  • Content: appear more convincing at face-to-face meetings and thus displace competitors

  • Task

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.

  • Result

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:

  • Employees: 38,000

  • Duration of the training program: 6 months

  • Contents: Increasing sales efficiency through a sensible combination of digital and on-site customer visits

  • Task

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.

  • Result

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:

  • Employees: 9,000

  • Duration of the training program: 12 months

  • Contents: Negotiation tactics – online and on-site

  • Task

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.

  • Result

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

“One of the best training sessions I’ve ever taken part in.”

Anyone who manages to keep the tension high for the entire duration of the training – and that at an online event – can justifiably claim that they know their trade. Stephan is an excellent trainer and has taken me personally to the next level in terms of digital sales techniques.”

  • Holger Wecke
    Product Manager

“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.”

“Plus the right dose of humor and a great understanding of the challenges in sales, also through my own experience. I can wholeheartedly recommend this training and only urge every salesperson to contact Stephan!”

“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.”

“The strange metaphors help to ensure that the impulses – in contrast to many other lectures – are really remembered and implemented.”

“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.”

“Along the way, Stephan Kober was an excellent guide, challenged, motivated and activated us. He provided us with a large toolbox – from preparing and conducting meetings to closing contracts – which enriches both sales beginners and professionals.”

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