D R . P A U L V I I O – T H E S A L E S D O C T O R
P A U L V I I O
S A L E S D O C T O R
Sales Excellence in B2B Value Sales Management & Leadership
Research-based B2B sales trainings, workshops, keynotes & advisory – on-site or online
Leading and building profitable sales and long-term B2B customer relationships can be challenging and time consuming. It requires strategic selling and sales leadership capabilities, competences & skills that are beyond those taught in traditional sales courses. Production focused sales is unlikely to make you your customer’s preferred choice & partner.
True success in B2B selling and sales management stems from having a deep understanding of your customer’s goals, strategy and situation – and how you as a supplier fit into that equation. It is about using that understanding and translating how your company’s product or service offerings and your team’s competences and skills help your customer achieve their goals and even their dreams. In sum, it is the value that you provide your customer that will help you become your customer’s first choice and trusted partner.
Dr Paul helps companies build strategic and profitable long-term success in B2B selling & sales management and sales leadership. More specifically, he helps companies make the transition from product focused sales to customer focused sales. This transition can e.g. include reevaluating how to strategize, lead and manage sales and customer accounts, choosing the appropriate sales metrics and KPIs, adjusting the sales process for a better customer fit, pricing customer value and also getting paid for it, and engaging your company’s key sales supportive functions to actually help the customer. As a result, you get better customer relationships and improved sales performance.
Winning in B2B sales today requires more than product pitches — it takes strategic selling, true customer focus, and the ability to create measurable value. Dr. Paul Viio helps companies make the shift from product-driven sales to customer-centric sales leadership, building stronger relationships, boosting performance, and securing long-term profitable growth.
Leading and growing profitable sales while nurturing long-term B2B customer relationships is both challenging and time-intensive. It requires strategic selling and sales leadership capabilities, competences and skills that go far beyond what traditional sales training provides. Simply focusing on products will rarely make you your customer’s preferred choice or trusted partner.
True success in B2B selling comes from a deep understanding of your customer’s goals, strategy, and situation — and knowing exactly how you, as a supplier, fit into that picture. It’s about translating your company’s offerings, along with your team’s expertise, into clear value that helps customers achieve their goals — even their ambitions and dreams. Ultimately, it’s the value you create that makes you your customer’s first choice.
Dr. Paul Viio helps companies achieve strategic, profitable, and long-term success in B2B sales and sales leadership. He specializes in guiding organizations through the critical shift from product-focused selling to customer-focused value creation.
This transformation may involve:
The outcome? Stronger customer relationships and improved sales performance.
Make your sales event impactful!
Entertaining, engaging and inspiring value sales and customer experience focused keynote speeches that are based on scientific research, my own experience and include many best-practice examples from companies across the globe.
Transform your sales force!
Improve your selling, sales management & sales leadership, and customer relationship management. Proven and customized in-company sales trainings bring your company’s selling & sales competences and skills to a new level.
Solve your sales challenges!
Improve your organization’s sales, sales management & leadership, selling process, incentivizing, value props, pricing and customer relationship management models and skills in hands-on and solution-oriented workshops.
Dr. Paul Viio is a leading B2B sales expert and sales trainer, sales educator, sales workshop moderator and sales keynote-speaker in B2B value-based selling & sales management.
Paul helps develop world-class organizations. He does that by helping people and organizations develop and improve their sales results through focusing on customer value.
He has worked internationally in sales for over 25 years, in addition to which he has a Ph.D. in selling & sales management. He is an entrepreneur, published author, researcher, professor (of practice) and the only person holding two professorships in selling & sales management at two top-tier business schools concurrently – at Aalto University, School of Business and Hanken School of Economics.
Paul is a sought-after B2B value sales keynote speaker, executive trainer, educator, board member and advisor to companies. He has taught, trained, advised, and helped thousands of people executives in hundreds of companies globally to improve their sales performance.
He is fluent and works in four languages: English, Swedish, Finnish and German.
Paul Viio, D.Sc. (Econ.), is a leading expert in value-based B2B selling and value sales management — as well as a seasoned sales trainer, workshop facilitator, and keynote speaker.
Paul helps organizations build world-class companies and sales teams by enabling people and organizations to improve sales performance through a customer-value-driven approach.
With over 25 years of international sales and sales leadership experience, combined with a doctorate in sales and sales management, Paul brings both real-world expertise and academic depth to his work.
An entrepreneur at heart and known as The Doctor of Sales, Paul is uniquely the only person to have simultaneously held two professorships in sales and sales management at two top universities — Aalto University School of Business and Hanken School of Economics.
He is an experienced and in-demand keynote speaker, lecturer, trainer, workshop leader, and trusted advisor to business executives. Throughout his career, he has inspired, coached, trained, and supported thousands of professionals and leaders from hundreds of companies and organizations internationally.
Paul delivers speeches and training in English, Finnish, Swedish, and German.
”I had the pleasure of working with Paul while I was responsible for Metsä Group’s sales and marketing process development. One of the key initiatives during this time was sales competence development, executed through the Metsä Sales Academy. This was a comprehensive program consisting of several jointly prepared modules delivered across the entire sales organization, covering all business areas.
As Academy Director, Paul helped develop Metsä sales organization’s competences and skills in customer-value focused B2B selling and sales leadership, including how to manage and leadership a customer-focused sales organization, and how to identify, understand, deliver and charge for value for customers and stakeholders.
Over more than two years, Paul delivered over dozens of multi-day onsite training modules with exceptional professionalism, consistently high quality and great engagement with participants. The feedback from participants was outstanding throughout the journey.
Based on this experience, I can wholeheartedly recommend Paul and would gladly choose him again for similar initiatives.”
”I had the privilege of hosting Paul at our company Prevex for an inspiration program that brought our teams together to explore Driving Growth through Customer Value Focus—understanding, creating, and delivering customer value.
His sessions offered a wealth of inspiration as well as valuable new insights and perspectives for colleagues across all functions of our organization. We continued the work with a focused group on value-based pricing, where Paul’s expertise and structured approach broadened our perspectives and it will be exciting to see how our work will evolve from here.
Working with Paul was truly a pleasure. He combines deep academic knowledge with an engaging, collaborative style that makes complex topics both accessible and actionable. I can highly recommend him to any company looking to transition from product-focused sales to a customer value-focused approach. His guidance brings clarity, momentum, and tangible direction to organizations ready to change the approach.
A warm thank you to you Paul for your contribution, support, and the invaluable insights you shared with us. Your work made an impact on our teams.”
