Leading and building profitable sales and long-term B2B customer relationships can be challenging and time consuming. It requires strategic selling and sales leadership competences & skills that are beyond those taught in traditional sales courses. Product-centric sales is unlikely to make you become your customer’s preferred partner.

True success in B2B selling and sales management stems from having a deep understanding of your customer’s goals 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 dreams. In sum, it is about the value that you provide your customer that will help you become your customer’s first choice.

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 includes for example reevaluating how to strategize and lead sales, 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 results.