Sales management & sales leadership training
Drive Profitable Growth by Transitioning from Product-Focus to Customer-Centricity
Navigating the Transition: A Blueprint for Strategic B2B Value Sales
Equip your sales organization to move beyond ”selling products” to co-creating value. Align your team’s behavior with modern value sales strategies and the unique logic of the Procurement Lens to drive profitable growth.
Sales trainings IN FOUR LANGUAGES: ENGLISH, SWEDISH, FINNISH, GERMAN – GLOBALLY
Sales training and sales management training
Improve sales and customer management
Customer-centric sales and customer management
Grounded in scientific research, enriched with real sales experience, and illustrated through best practices and cross-industry examples. Designed for salespeople, sales teams, sales support functions, and business executives.
Sales trainings IN FOUR LANGUAGES: ENGLISH, SWEDISH, FINNISH, GERMAN – GLOBALLY
From Product-Focus to Customer-Centricity in B2B Sales
The Bridge to Strategic Alignment
Most B2B organizations aspire to be customer-centric, yet they adopt a product-focused approach and their sales teams remain stuck in ”product-pushing” mode. This disconnect leads to price wars, misallocated resources, misaligned expectations, and missed business opportunities.
The Solution: The Procurement Lens
To be truly customer-centric and master value-based selling and value sales leadership, you must understand the ”what, why, and how” of modern B2B purchasing. As a B2B sales expert and fmr. Professor of Sales, I help your team look through the Procurement Lens.
By understanding the internal logic, metrics, and strategies of your customer’s purchasing department and decision-making, your team can stop defaulting to a ”one-size-fits-all” approach. This unique perspective allows you to:
Position Strategically: Understand exactly where you sit in the customer’s purchasing portfolio and how to affect that.
Allocate Resources: Identify when to strive for a strategic partnership and when another position is more efficient for your business.
Optimize Sales: Sync your sales goals, tactics and behavior with the customer’s specific buying reality to ensure a ”win-win” outcome.
Feel free to reach out to me direclty, and we’ll have an initial conversation about your needs and goals — with no obligations attached.
asiakaslähtöisyys
arvomyynti
Asiakaskokemus
Strategic B2B value sales training
Do you aspire to transition from product-focused selling & sales management to customer-centric value sales?
Is your organization aspiring to improve sales, grow and drive profits through focusing on customer value and customer experience?
Do you want to convert excellent customer service to sales and profitable customer relationships?
Do you want an experienced B2B sales trainer focusing on customer centricity – and buyer-centricity – and customer relationship management to guide (face-to-face or online) your extended sales team to develop and improve their sales skills and competences, marketing capabilities, and customer relationship management? Do you want to improve your sales management & leadership to manage and lead sales?
Do you want a high-performing and science-based sales training – or even a full-blown customized sales academy – with an customer-centric value approach and a key message that focuses on:
- Customer focus (customer-centricity & buyer-centricity)
- Customer-value-based B2B selling & sales management / leadership
- Customer experience management
If yes, then contact me and let’s discuss what will bring you the biggest bang for the buck.
My name is Dr. Paul Viio and I will be honored to be your sales trainer. I am a B2B sales expert and professor in selling & sales management. I will train your staff to create an excellent customer experience and convert it into sales. Additionally, I will train your executives how to manage, lead and reward sales (personal selling and online sales) successfully in the 2020’s.
The sales trainings and sales academies–which I deliver in English, Swedish, Finnish and German–focus on customer centricity and customer experience (CX) that are the key drivers for success in sales and business. When done right, customers will want to come to you, and your sales performance is bound to improve.
What I offer are tailored and optimized (by utilizing the ValueSpyder® measurement developed by me) B2B sales trainings – and sales academies –for salespersons, sales supportive staff, and sales executives. All sales trainings are science-based and benefit from my considerable personal experience from international sales, building customer relationships and managing sales. All trainings include many inspiring examples from different industries, presented in a exiting and engaging manner. Additionally, my trainings offer many tools that the participants can immediately take into use to improve their performance.
You can dip your toes and start small with a simple value sales training and gradually build up, or you can jump into the deep end and order a complete value sales academy as turnkey. I’m with you all the way.
Feel free to reach out to me direclty, and we’ll have an initial conversation about your needs and goals — with no obligations attached.
asiakaslähtöisyys
arvomyynti
Asiakaskokemus
Your Roadmap to Strategic Buyer-Seller Alignment
True customer-centric performance happens when your internal operations match the customer’s reality. Every engagement is mapped against this Strategic Blueprint to ensure your team moves from transactional selling to intentional, value-based alignment.
The Buyer-Seller Value Alignment Matrix
| Value Domain | Strategic Lead | Sales Operations | Sales & Account Management | Sales & Account Teams |
| 1. Understanding | Vision & Direction | Intelligence Standards | Account Strategy | Buyer Logic Mapping |
| 2. Co-Creation | Value Logic Ownership | Decision Support | Value Innovation | Growth Innovation |
| 3. Influence | Negotiation Philosophy | Process Governance | Value Coaching | Impact Presentation |
| 4. Realization | Outcome Accountability | Performance Metrics | Pipeline Quality | Success Verification |
| 5. Enablement | Psychological Safety | Reward Alignment | Capability Development | Buyer-Centric Mastery |
| Value Domain | Strategic Alignment (Leadership) | Strategic Execution (Sales & Accounts) | Strategic Support (Marketing & Support) |
| Value Strategy | Defining the Ideal Customer Portfolio | Creating Situation-Specific Value Props | Aligning the ”Value-First” Mindset |
| Value Execution | Optimizing Resource Allocation | Professional Negotiation with the Procurement Lens | Identifying Customer Value Drivers |
| Value Relationships | Defining the Partnership Roadmap | Co-Creating Value & Joint Success | Building Credible, Long-term Rapport |
Tailoring the Impact: Prep Discussion & ValueSpyder® Optimization
I don’t believe in ”off-the-shelf” training. To ensure your investment brings the desired results, I use a two-step consultative process to architect your program.
1. The Strategic Prep Discussion
Our collaboration begins with a deep-dive preparation discussion. This is where we define what you want to achieve and assess where you are currently in your transition from product-focused sales to customer-centric sales. We cover:
Strategic Expectations: What specific business results are you aiming for?
Current Transition State: How does your team currently perceive and interact with customers?
Participant Background: Understanding the experience level and daily reality of the attendees.
Based on this discussion, I design a custom training plan that fits your situation, meets your expectations, and targets your specific goals.
2. ValueSpyder®: Optimizing Topic Weights
To provide even greater precision, I offer the ValueSpyder® Assessment as an optional diagnostic tool. This science-based tool provides data-driven insights that allow us to:
Prioritize Modules: See exactly which competencies need the most development.
Calibrate ”Weighting”: Know precisely how much focus and time to spend on each specific topic to maximize efficiency.
Measure Baseline: Establish a clear starting point to track the transition of your team’s behavior.
Used together, these two steps ensure that your training program helps you transition from product focused sales towards customer-centric B2B sales.
Why sales trainings?
Many companies spend a lot of money and resources on R&D, but only so much on sales and managing customer accounts. Yet, it is no news flash that even the best product rarely sells itself. Someone usually needs to do the selling part.
Often a company’s sales relies heavily on a few, often self-taught salespersons and their knowledge and activity, rather than on a well-working sales machinery. Managing and leading a bunch of sales cowboys is difficult and scaling it is basically impossible. In the 2020’s, sales is team work where the other business functions support sales – or at least they should do that. The era of the ’lone rider’ salesperson is over.
According to studies, buyers rarely contact the salesperson unless he/she believes that it will actually provide some additional value for him/her. At the sales time, web-based buying and selling increases. As a result, the need for competent salespeople and customer support persons is increasing. With this as a backdrop, the sales and sales support functions need to be updated. Doing business changes, because:
- Customers are better informed and increasingly competent
- An increasing number of people are involved in the decision-making process
- More people Google and buy online (also in a B2B context)
Are you and your organization ready for these changes?
My sales trainings aim at improving the company’s sales performance by developing the competence levels of the salespersons, sales support functions and executives. Working in a customer-oriented manner and creating excellent customer experience in the 2020’s is not the responsibility of salespersons alone, it’s the responsibility of everyone in the organization. That’s why I strongly recommend training the whole organization.
Sales trainings (compared to sales workshops) as a method work well especially when the goal is to provide insights to the participants and give them a clear framework for the topic that needs to be developed/improved – i.e. when teaching what needs to be done. (Sales workshops as more straight forward and in them I moderate and show how to actually do things.) I help the participants understand and develop/improve how they operate.
Unlike many, the sales traings that I offer are not based on any cookie-cutter model. Instead, every training that I deliver is tailored (i.e. designed, planned and delivered), based on the strategic aim with the training, considering the participants’ wishes and needs, and also considering their relevant work experience and educational level. This is my recipe for constructing and delivering sales trainings that actually work.
Note. If the word ’sales’ has a negative connotation in your organization, it can be replaced with e.g. customer management. Some participants first need to get acquainted with the topic of sales to make the learning experience and thought process remodeling as smooth as possible.
Customizable Building Blocks for Your Program or Sales Academy
Based on our discussion and the ValueSpyder® Diagnostic, I design a curriculum targeting the specific accountabilities of your leadership and sales teams.
The modules in these five domains are the foundation of a Sales Academy that speaks the buyer’s language. Delivered globally in English, Finnish, Swedish, or German.
Domain 1: Customer & Business Understanding
Strategic Direction: Setting the organizational vision for true buyer-centricity.
Intelligence Standards: Governing customer value research and developing high-level business acumen.
Account Strategy: Prioritizing portfolios and designing account plans based on customer value.
Buyer Logic: Mapping the stakeholders, business drivers and dynamics that influence the customer’s decision-making.
Domain 2: Value Design & Co-Creation
Value Logic Ownership: Leading strategic co-creation decisions at the executive level.
Decision Support: Implementing pricing and business case tools to support value-selling.
Value Innovation: Identifying new ways to solve problems and create customer-centric value propositions.
Growth Co-Creation: Designing collaborative growth and innovative solutions alongside the buyer.
Domain 3: Strategic Influence & Negotiation
Negotiation Philosophy: Shaping the organization’s posture to protect margins and value.
Value Coaching: Guiding teams to maintain an outcome-centric dialogue throughout the deal.
Impact Presentation: Master-level value props, storytelling and leading multi-stakeholder win-win deals.
Negotiating with a Procurement Lens: Understanding the tactics and KPIs used by professional buyers.
Domain 4: Value Realization & Outcome Accountability
Outcome Accountability: Building a corporate culture centered on measurable results.
Performance Metrics: Tracking velocity, value-creation and impact through advanced metrics and KPIs.
Pipeline Quality: Driving accountability for long-term customer value rather than short-term volume.
Verification: Validating and documenting customer success to turn delivery into future sales (re-buy, upselling & cross-selling or advocacy).
Domain 5: Value Leadership & Enablement
Culture & Safety: Designing a trusted operating model for a modern sales organization.
Reward Alignment: Matching incentives and commissions directly to value-creation.
Capability Development: Leading team competence and long-term performance growth.
Buyer-Centric Mastery: Executing the high-level skills required for modern B2B success.
These modules are the foundation of a Sales Academy that speaks the buyer’s language. Delivered globally in English, Finnish, Swedish, or German.
Domain 1: Strategic Value Positioning
The Buyer-Centric Shift: Moving from ”what we do” to ”how the buyer benefits.”
Quantifying ROI for Procurement: Building a business case that survives the buyer’s internal scrutiny.
Developing Buyer-Centric Value Props: Crafting messages that resonate with specific Decision-Making Units (DMU) & stakeholders.
Competitive Positioning: How to stay the ”preferred choice” when procurement demands a ”three-bid” comparison.
Domain 2: Navigating the Modern Buyer Journey
Early-Phase Buyer Influence: Identifying and leading the journey before the buyer reaches out.
DMU Mapping & Navigation: Understanding the stakeholders and hidden influencers in a complex B2B purchase.
Digital & Social Alignment: Using digital channels to add value to the buyer’s research phase.
The Psychology of the Professional Buyer: A deep dive into the motivations of B2B decision-makers.
Domain 3: High-Stakes Execution & Negotiation
Negotiating with a Procurement Lens: Understanding the strategies, tactics, and metrics & KPIs used by professional buyers.
Value-Based Dialogue: Turning feature requirements and price focus into a discussion about value and impact.
Closing through Consensus: Moving the deal forward by aligning all buyer stakeholders.
The 10 Deadly Sins of B2B Negotiation: Insights from the ”other side” of the table.
Domain 4: Relationship & Leadership Excellence
Strategic Account Management (SAM): Strategically nurturing accounts through continuous value delivery.
Buyer-Centric Sales Leadership: Coaching managers to focus on buyer outcomes, not just seller activities.
Incentivizing Long-Term Value: Designing reward systems that favor profitable, long-term partnerships.
"Paul has just the right mix of academic and practical approach. His focus on the customer journey and his knowledge of the buyer’s perspective helped us target the areas that truly drive success. I would hire him again!"
"Paul has just the right mix of academic and practical approach. His focus on the customer journey and his knowledge of the buyer’s perspective helped us target the areas that truly drive success. I would hire him again!"
For whom?
Do you want better sales results? Are you tired of high-pressure sales courses and their message ”make more calls”? So am I. That’s why every sales training that I offer is adjusted to fit the participants’ needs, wishes, and experience and educational level. The tailoring of the trainings can be further optimized by using the ValueSpyder® competence and skills measurement tool that I have developed.
Many of the firms that turn to me for help have already tried sales trainings (usually focusing on high-pressure selling) offered by other sales training companies (even well-known training companies that have been around for decades), and they have gotten tired of the empty promises offered by the training companies.
My sales trainings are for everyone who:
- Appreciate science-based sales trainings
- Wants the advice of an experienced and professional B2B sales expert
- Seeks help that fits them and their situation
What my customers have in common is that they have a strong will to change and develop their sales and business. They want to succeed by focusing on customers, customer experience, and customer value & value co-creation. My sales trainings help them convert these into sales (value sales) and develop profitable customer accounts. The insights they get from my trainings are visible in their daily operations, sales leadership, and even corporate culture.
Sales and customer management is the responsibility of everyone in the firm. This is why my sales trainings are for both the sales and sales support functions, and executives.
My trainings are inspiring and engaging and they are based on science (as a sales professor I study sales organizations and know what leads to success and what to avoid). Additionally, my sales trainings include loads of facts, best practice and examples.
Customers who book me include large multinational corporations, small and medium sized companies, and organizations and foundations. What is common for them is their interest in how to successfully manage customers.
Contact me and let’s discuss your needs and wishes.
Benefits of sales training?
If you want to learn the secrets of world class sales organizations, my proven sales trainings and customer relationship management trainings (and workshops) are for you and your team.
The overarching message of my sales trainings, which I deliver in English, Swedish, Finnish and German, is to focus on customer centricity, value-based B2B selling, value co-creation and customer experience management (CXM/CEM) in personal selling and online sales and through the means of digital channels.
In my sales trainings, I convey how customer centricity in sales and customer service result in improved sales results and true success.
What you–sales executive–benefit from working with me:
- You strengthen your leadership
- Your sales organization learns how to transform from being order-takers to becoming order-makers
- Your sales team becomes easier to manage
- The scalability of your sales organization improves
- Your team learns to focus on selling customer value, not product features
- Your team gets trained how to become a high-performing one
- Your team realizes that everyone is directly/indirectly involved in selling
- You can become an attractive employer and inspiring place to work
- The training is adjusted/customized for you
- You get a multilingual sales expert with hands-on international sales experience to train and guide your team
What your team members benefit from my sales trainings:
- Improved sales performance by working smarter
- Get inspired to focus on customers and customer value creation
- Understand why, what and how customers buy
- Learn how to communicate customer value (instead of features and price)
- Higher appreciation and respect for customers, sales and salespersons
- Improve their customer relationship management skills
- Develop their negotiation skills
- Learn how to co-manage the customer experience
- Realize the importance of sales work and contributing to the customer experience
- Learn how to build strong internal and external customer relationships
- Learn how to get returning customers
- Powerful and easy-to-use tools for implementing value sales
My sales trainings help develop the participants’ sales competence and skills, customer management, and sales management. The goal is to improve your firm’s sales performance. Thus, in addition to providing you and your team new insights, my trainings also provide valuable tools that can be applied immediately to get better results.
I deliver trainings in several languages: English, Swedish, Finnish and German.
Sales Training Topics and Levels
As a professional trainer (and workshop facilitator) with in-depth knowledge (theory & practice) of B2B selling & sales management, marketing management, customer relationship management, and procurement, I bring new insights and inspire your sales and sales support team to think out of the box to get better results. I show how to transition from product-focused selling to customer-centric sales, which entails selling, managing and leading sales in a customer-centric and value-based manner.
Each sales training is customized to fit the need and situation. For the customization, I usually suggest utlizing the ValueSpyder® value competence measurement tool that I have developed. This is to assure that the sales training focuses on matters that are relevant and important for your organization.
Navigating the Transition: A Blueprint for Strategic Alignment
To successfully move from selling products to enabling impactful value-creation, an organization must align its strategic vision, operational systems, and field execution with the specific logic of the buyer. The table below provides a comprehensive overview of how Strategic Buyer-Centric Sales is institutionalized across your organization. It maps five critical value domains against the specific accountabilities of your leadership, operations, and front-line teams, ensuring that every role is synchronized to drive measurable customer impact and long-term commercial growth.
The five critical value domains jointly form the platform for the strategic buyer-centric sales training modules provided for different levels of the organization. The five value domains are the following:
1. Customer & Business Understanding: The Foundation of Precision
Misalignment at the start of the sales journey leads to wasted resources on low-potential accounts. By aligning the organization’s intelligence to decode the buyer’s strategic logic, you ensure that your team isn’t just ”chasing leads,” but strategically prioritizing high-impact opportunities that match your firm’s value logic.
2. Value Design & Co-Creation: From Vendor to Strategic Ally
Product-centric organizations push pre-packaged solutions that often miss the buyer’s true business drivers. Strategic alignment in this domain allows your teams to transition into co-creators who design growth opportunities alongside the customer, ensuring the business case is financially sound and strategically indispensable to the buyer’s internal stakeholders.
3. Value Communication & Influence: Mastering the High-Stakes Dialogue
Effective sales are often lost because the communication remains at a feature level rather than an executive level. Alignment here ensures that your team moves beyond standard pitches to orchestrate sophisticated, multi-level dialogues that influence the buyer’s internal business case and navigate the complex dynamics of the buying team.
4. Value Delivery & Realization: Protecting the Promise
The ”Value Gap”—the distance between what was promised and what was achieved—is the primary cause of churn. By institutionalizing outcome accountability, you ensure that value is not just a sales pitch, but a measurable reality that is verified and documented, turning successful delivery into a predictable engine for upsells and renewals.
5. Value Leadership & Enablement: The Engine of Cultural Change
Transformation fails when the culture and reward systems still incentivize ”product-pushing” behavior. Alignment in this domain secures the transition by creating an operating model built on psychological safety, ethical governance, and incentive structures that reinforce buyer-centricity as a permanent organizational standard.
Each of the above five value domains is pivotal to master across the organization to become a truly customer and buyer centric organization.
Sales training module selection and combination
As each organization is different, the topics that are covered in the training modules during the training programs are selected and combined – and often modified – to fit your and the participants’ needs and situation.
The modules cover all key sales topics for developing a buyer-centric sales organization. The modules can be combined for programs targeting selected areas or they can be combined to form a full-scale sales academy.
The selection and focus of the topics in the trainings is affected by the sales competence level of the participants. In order to measure the appropriate starting level I generally suggest the ValueSpyder® customer value competence assessment service, using a science-based tool developed for this very purpose.
The aim of the trainings is that your and your team’s sales competence level is developed and elevated to help you transition from being a product-focused sales organization to become a buyer-centric sales organization. The goal is to help your organization achieve profitable growth through customer value focus.
Prep discussion and ValueSpyder® assessment
Prior to the training, you and I will have a preparation discussion to go through your expectations for the training and what you are aiming at. Based on that, and the optional ValueSales® competence assessment, I will design and plan a training that fits you situation and needs.
The prep discussion can be done face-to-face, by phone or video call – depending on what is needed.
It’s important that I know your situation, what you are aiming at, and enough about the participants so I can design and plan the ValueSpyder® assessment and/or a training that: a) fits your situation, b) meets your needs and expectations, and c) brings you the desired results.
Let me know what you need and what you wish for, so I can better help you. Contact me, today.
Sales Training Topics and Levels
As a professional trainer (and workshop facilitator) with in-depth knowledge (theory & practice) of B2B selling & sales management, marketing management and customer relationship management, I bring new insights and inspire your sales and sales support team to think out of the box to get better results. Furthermore, I show you how to sell and manage sales in a customer-value-based manner.
The sales training is customized for you. I propose doing this by utlizing the ValueSpyder® value competence measurement that I have developed. This is done to assure that the sales training focuses on matters that are important for your organization.
Myynnin koulutuksen ja työpajojen avainteemat // Teemoja keynote puheilleni
- Asiakaslähtöisyys ja asiakassuhdehallinta
- Arvopohjainen B2B myynti ja myynnin johtaminen
- Asiakaskokemuksen johtaminen (Customer Experience Management ) ja asiakkaalle arvon luonti (Customer Value Co-Creation)
Topics foR sales trainings
To help you become successful at selling, sales management, and relationship management, my sales trainings focus on key topics such as:
- Customer orientation and focusing on value for customer
- Focusing on the customer and what is valuable for the customer
- Transforming the sales organization from product focus to service sales and value creation
- Creating customer value – the road to sales success
- Managing the customer journey and customer experience
- Influencing the customer journey and customer value
- Understanding what and why customers buy
- Learn how customers buy
- Customer value co-creation – the road to success in B2B sales
- Creating compelling value propositions
- Communicating the value prop to the customer
- Find and mould your dream customer
- Get your customer's attention
- Manage the sales-buy process
- Influence the buy decisions at an early phase (better, lead it)
- Negotiate professionally and in a credible manner
- Avoid these 10 mistakes when negotiating with purchasing professionals
- Manage price negotiations successfully
- Improve your argumentation skills (you will need them in international business)
- Instead of focusing on closing, take a long-term perspective
- Dare ask for the deal (smoothly closing the deal)
- Creating and nurturing profitable long-term relationships
- Improve up-selling and cross selling
- Make your customers want to come back and refer you to others
- Managing B2B sales teams and sales supportive teams (for executives)
- Leading, supporting, and incentivizing and rewarding sales (for executives)
- Sales management process (for executives)
The topics are combined and modified to fit you and the participants. The selection and focus of the topics in the trainings is affected by the sales competence level of the participants. In order to measure the appropriate starting level I suggest the ValueSpyder® customer competence assessment service, using a science-based tool that I have developed for this very purpose.
The aim of the trainings is that your and your team’s sales competence level is developed and raised. It all starts with your and the participants’ needs and goals.
Sales training levels
Myynnin koulutuksissa on kolme tasoa: Basic, Advanced ja Master: peruskurssi, jatkokurssi ja syventävä kurssi.
The sales trainings have three levels: Basic, Core and Advanced. They build on each other, but can also be taken separately:
- Basic: Fundamentals of Value Sales (suitable for all)
- Core: Value Sales Implementation (suitable for sales people & account responsibles)
- Advanced: Value Sales Management (suitable for executives, i.e. directors, VPs, SVPs, C-level)
BASIC LEVEL is where the fundamentals of value sales / value-based selling, purchasing & procurement, and customer relationship management are covered. This level is well suited for salespeople and those who are in sales supportive functions (e.g., marketing, project management, product management, legal, etc.).
Trainings at this level focus on a) everyone getting the same message how important a value focus in sales is, and b) learning to focus on sales, value creation and customer relationships.
CORE LEVEL focuses on how to manage & implement strategic sales and value-based selling in day-to-day work. It is specifically designed for salespeople, sales managers, account responsible persons and anyone directly involved in selling.
This training focuses on how to conduct and implement value sales in practice, in daily work.
ADVANCED LEVEL focuses on how to manage & lead value sales. It is mainly intended for sales executives, e.g., for directors, VPs, SVPs, and C-level.
This training concentrates on value strategic sales management: how to structure, train, build, manage, incentivize, reward, lead and support sales teams from a value perspective.
Prep discussion and ValueSpyder® assessment
Prior to the training, you and I will have a preparation discussion to go through your expectations for the training and what you are aiming at. Based on that, and the optional ValueSales® competence assessment, I will design and plan a training that fits you situation and needs.
The prep discussion can be done face-to-face, by phone or video call – depending on what is needed.
It’s important that I know your situation, what you are aiming at, and enough about the participants so I can design and plan the ValueSpyder® assessment and/or a training that: a) fits your situation, b) meets your needs and expectations, and c) brings you the desired results.
Let me know what you need and what you wish for, so I can better help you. Contact me, today.
Puhujatilauksen prosessin kuvaus
1. Valmistelu
- Alustava keskustelu
- Puheen sanoma- ja sisältötoive (teema, aihe, alustava otsikko)
- Tapahtuman ajankohta
- Kohdeyleisö
2. Suunnittelu
- Mahdolliseen taustamateriaaliin tutustuminen
- Sopivat esimerkit
- Puheen rytmitys ja tyyli
- Esityksen valmistelu
3. puhe
- Puhe
- Kysymyksiin vastaaminen ja keskustelu
4. follow-up
- Palautekeskustelu
- Puhujan havainnot
- Mahdolliset jatkotoimenpiteet
Preppauskeskustelu puheen suunnittelua varten.
Huom. Nämä kaikki minä teen itsenäisesti, kysyn jos tarvitsen inputiasi.
Saapuminen paikalle ajoissa, esityksen testaaminen, puheen pitäminen ja keskustelu.
Usually 1 to 2-day trainings. If with possible online-module(s) between the on-site training sessions.
Esimerkki myyntikoulutuksesta – Basic-taso: Arvomyynnin perusteet
Myyntikoulutuksen kesto on yleensä joko 1,5 tai 2 päivää. Koulutuksen tarkka pituus riippuu useasta tekijästä, kuten osallistujamäärästä, heidän koulutustasostansa ja työkokemuksesta, sekä kuinka pitkällä tiimisi jo on asiakasarvon nivouttamisessa osaksi heidän päivittäistä työtänsä.
Esimerkiksi myyntikoulutus Arvomyynnin perusteet, joka on perustason kurssi, on yleensä 2-päiväinen koulutus, mutta se voidaan tarpeen tullen myös järjestää 1,5-päiväisenä. Se on koulutus, joka on tarkoitettu sinun myyntitiimillesi sekä myynnin tukitoiminnoille. Koulutuksen tavoite on luoda yhteinen pohja sille, mitä arvomyynti on, miksi se on tärkeää ja mitä se tarkoittaa käytännössä. Tavoitteena on siis saada tiimisi liikkeelle arvomyynnissä.
Kaikki koulutukseni muodostuvat helposti hallittavista osista. Rakenne on hyvin linjassa uusimpien pedagogisten ohjeiden kanssa mitä aikuisopetukseen tulee. Lisäksi käyttämäni rakenne auttaa osallistujia saamaan hyvän oppimiskokemuksen, joka tehostaa oppimista. Jokainen osio sisältää seuraavaa: aiheen alustus (minun toimestani), aihe-spesifit ja -relevantit tehtävät ja keskustelut aiheen linkittämiseksi osaksi osallistujien todellisuutta ja tilanteita sekä harjoitteita osallistujille (yleensä ryhmätöiden muodossa) toivottujen oppimistavoitteiden varmistamiseksi.
Tältä sinulle ja teille järjestettävä koulutus (joko 1,5- tai 2-päiväinen) voisi näyttää:
Otsikko: [yrityksesi nimi] arvomyynnin perusteet
??Puheideni kesto on tyypillisesti 1 tunti, joka koostuu noin 50 minuutin puheesta ja 10 minuutin keskustelusta sekä kysymyksiin vastaamisesta. Kyse ei kuitenkaan ole monologista, vaan osallistutan yleisöä mm. esittämällä kysymyksiä, esitän ns. pähkinöitä purtavaksi ja lisäksi liikun paljon ja käytän eri presentaatiotekniikoita elävöittääkseni puhetta. Kyseessähän on live-tilaisuus ja siltä sen tulee yleisöstä myös tuntua.
Kerro minulle tarpeesi ja toiveesi, jotta voin paremmin auttaa sinua. Muokkaan puheeni niin, että se sopii juuri teille.
Esimerkkiotsikko ja juoksutus
Miten saada asiakas haluamaan ostamaan sinulta (sen sijaan, että ostaisivat kilpailijaltasi)?
Selite
Otsikon muokkaan niin, että se on kiinnostava. herättelevä ja jopa provosoiva.
- Osa 1: Lähtökohtana palveluliiketoiminta ja asiakasarvo
- Osa 2: Asiakkaan ymmärtäminen ja analysointi
- Osa 3: Arvomyynnin strateginen suunnittelu
- Osa 4: Arvoajattelun vieminen osaksi käytännön myyntityötä
Useimmiten jaan puheeni muutamaan loogiseen osioon, jotta sitä on helpompi seurata ja tarina pysyy selkeänä.
Kysymyksiä ja vastauksia
Kiitos ja näkemiin!
Puheen jälkeen on yleensä varattu aikaa kysymyksille ja vastauksille.
Jokainen osa sisältää aiheen alustuksen minun toimestani, keskustelua ja harjoitteita pienryhmissä. Kahvitauot aamu- ja iltapäivällä sekä lounas puoleltapäivin.
Toimitan pyynnöstäsi mielelläni yksityiskohtaisen koulutusohjelmarungon. Ota yhteyttä minuun, niin keskustellaan mikä sopisi parhaiten sinulle ja tiimillesi.
??Tavallisesti puheeni herättävät vilkasta ja hyvää keskustelua. Se on osoitus siitä, että asia kiinnostaa kuulijoita, alasta ja usein kuulijan omasta toimenkuvasta riippumatta. Tämän haluan toteutuvan myös sinun tapahtumassasi.
Esimerkkiotsikko
Miten saada asiakas haluamaan ostamaan sinulta (sen sijaan, että ostaisivat kilpailijaltasi)?
(Useimmiten jaan puheeni muutamaan loogiseen osioon, jotta sitä on helpompi seurata ja tarina pysyy selkeänä, esimerkiksi näin:)
- Osa 1: Mitä asiakkaasi oikeastaan edes ostaa
- Osa 2: Miten asiakkaat ostavat ja kuka tekee ostopäätöksen
- Osa 3: Miten johdat asiakkaan arvokokemusta
Puheen jälkeen on normaalisti varattu aikaa kysymyksille ja vastauksille. Tavallisesti puheeni, jotka ovat ajatuksia herättäviä ja jopa jonkin verran yleisöä haastavia, herättävät kysymyksiä, jotka johtavat hyvään keskusteluun.
Kysymyksiä ja vastauksia.
Kiitos ja näkemiin!
your strategic B2B sales expert
Paul Viio – Doctor of Sales
Briefly about me – your strategic sales training partner:
- Inspiring and engaging professional sales trainer and workshop moderator
- Has delivered sales trainings and moderated workshops to thousands of people in hundreds of companies internationally
- Combines own hands-on sales experience, best-practices, and scientifically proven models
- Over 25 yrs of experience in B2B selling and sales management from multiple companies internationally
- Leading B2B value-based selling and sales management expert and authority
- Ph.D. in selling and sales management – one of very few sales doctors in the world
- Fmr. sales professor (PoP) at Hanken School of Economics – Svenska handelshögskolanissa (’tripple crown’ university*)
- Fmr. sales professor (PoP) at Aalto University, School of Business (’tripple crown’ university*)
- Delivers sales trainings and workshops in four languages: English, Swedish, Finnish and German
- Wants to help you and your team oimprove your sales performance and succeed in busienss
- ”True professional in his field and a great guy!” – feedback from a participant in my training
- Fluent in four languages: English, Swedish, Finnish and German
- Creator of the ValueSpyder® value sales competence assessment
- Inspiring and engaging professional sales trainer and workshop moderator
- Has delivered sales trainings and moderated workshops to hundreds of companies internationally
- Combines own hands-on sales experience, best-practices, and scientifically proven models
- Over 25 yrs of experience in B2B selling and sales management from multiple companies internationally
- Leading B2B value-based selling and sales management expert and authority
- Ph.D. in selling and sales management – one of very few sales doctors in the world
- Fmr. sales professor (PoP) at Hanken School of Economics - Svenska handelshögskolanissa ('tripple crown' university*)
- Fmr. sales professor (PoP) at Aalto University, School of Business ('tripple crown' university*)
- Delivers sales trainings and workshops in four languages: English, Swedish, Finnish and German
- Wants to help you and your team oimprove your sales performance and succeed in busienss
- "True professional in his field and a great guy!" – feedback from a participant in my training
- Fluent in four languages: English, Swedish, Finnish and German
- Creator of the ValueSpyder® value sales competence assessment
* Triple crown university: Accredited by the leading accreditation organizations for higher-level education AACSB, EQUIS and AMBA. What’s makes being ’triple crown’ special? Less than 1% of universities and business schools in the world belong to this elite group of schools.
- Lataa PAUL VIIO puhujaesittely
Puhujaesittely
Paul Viio – myyntitohtori
Paul Viio, KTT, on johtava arvopohjaisen B2B-myynnin ja myynnin johtamisen asiantuntija (value-based selling & value sales management) ja Suomen ainoa myynnin johtamisen professori, Hankenilta.
Paul on kokenut ja suosittu arvopohjaisen B2B-myynnin keynote-puhuja, johdon kouluttaja ja neuvonantaja. Hän on inspiroinut, opettanut, kouluttanut, neuvonut ja auttanut ammattilaisia ja johtajia sadoista yrityksistä ja organisaatioista eri toimialoilta kansainvälisesti.
Hänen puheet ovat sopiva sekoitus tiedettä, käytäntöä ja omakohtaista kokemusta kv myynnistä ja myynnin johtamisesta. Paul ottaa nopeasti tilanteen haltuunsa ja käy yleisön kanssa dialogia, joka innostaa ja haastaa miettimään uudestaan totuttuja toimintatapoja. Hän muokkaa puheensa aina kohderyhmän ja tilaisuuden mukaan. Hän pitää puheita ja koulutuksia useilla kielillä: suomeksi, ruotsiksi, englanniksi ja saksaksi.
Ota rohkeasti yhteyttä, niin suunnitellaan yhdessä koko tilaisuutta ja osallistujia ajatellen parhaiten sopiva puhe. Tilaisuutenne onnistuminen ja mieleenpainuvuus on myös minulle tärkeää.
- Lataa PAUL VIIO puhujaesittely
Mitä asiakkaat sanovat?
Aikaisempiin myynnin koulutuksiin ja työpajoihin osallistuneiden palautteita:
”I just wanted to thank you for the training at [name removed]. Very inspiring and has changed my perception on sales.”
Senior Executive
Norway
“Thank you for the inspiring value sales training!”
Senior Executive
Norway
“Sinun kurssisi oli yksi parhaista pitkään aikaan!”
Senior Marketing Manager
Finland
“I’ve been thinking much over your presentations and advice – looking forward to discussing more in the next day or so.”
Offering Manager
USA
”Thanks Paul for an excellent training! It helped me understand how customers operate and how we can build on that.”
Sales Manager
China
Haluatko myös sinun tiimisi yltävän parempiin myyntituloksiin?
Testimonials
Testimonials from clients and participants from prior trainings:
Jani Rissanen
VP, Group Business Process, Sales and Marketing at Metsä Group
”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.”
Jani Rissanen
VP, Group Business Process, Sales and Marketing at Metsä Group
Camilla Wikman
Director, People & Branding på Oy Prevex Ab
”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.”
Camilla Wikman
Director, People & Branding på Oy Prevex Ab
Tor M. Bjørge
Director MI & D, Prysmian Group
”I have had the pleasure of working with Paul on two executive sales trainings for our company – Prysmian Group. The two trainings targeted our sales directors and sales & account managers respectively for the North European region.
Together with Paul, we developed a sales and customer management program, which was customized to fit our business and situation. Measuring [by using the ValueSpyder® measurement] our performance against the characteristics of high-performing sales organizations, we were able to benchmark our performance level. This helped us give the right weight for each part of the two programs to optimally target the areas that needed development.
In addition to addressing sales strategies and processes from a customer focus perspective, the trainings also provided lots of insightful examples and useful “rules of engagement” for sales, of which Paul has a lot of knowledge and personal experience.
Paul has just the right mix of academic and practical approach, and for us this was key. It is easy to go too far in one direction, but for us, we need this balance, and Paul provided this in an excellent way.
I can warmly recommend Paul for executive sales trainings when the aim is to develop high-performing sales organizations. I would hire him again!”
Tor M. Bjørge
Director MI & D, Prysmian Group
Marie Wahlström
COO, House of Innovation, Handelshögskolan i Stockholm
I am very pleased with our cooperation, and Paul’s expertise and ability to present information to the participants in an inspiring and clear manner. He is most responsive to the group, and catches the moods and reflections from the participants, making his presentation into more of a dialogue – the best kind of input! He also gave examples and reflections based on the present companies’ situations. That engages and delivers high value and a great deal of knowledge to the participants.
I can highly recommend Paul as expert and keynote speaker on topics related to value business and sales management.”
Marie Wahlström
COO, House of Innovation, Handelshögskolan i Stockholm
Fees and pricing policy
The fees and pricing policy are both reasonable and fair. There are no hidden costs or attempts to ”lock you in”. What you essentially pay for–once the job is done–consists of the following
- My expertise: More than 25 years in international sales and business development, 10+ years of scientific research, 14+ years in executive training having trained thousands of people in hundreds of companies and delivered countless keynote speeches to different sizes of audiences in four languages in several countries on four continents
- My work: Designing, preparing (incl. prep discussion*), planning, practicing, and delivering your customized training
- My travel costs (e.g. flight, taxi, hotel, and travel supplement*, if applicable)
- Additional work: ValueSpyder® assessment and possible company-specific pre- or post training related work (e.g. research, customer or company-internal interviews, etc.)
My fee for trainings, — including design, preparation (incl. prep discussion*), planning, rehearsal, and delivery – that go into it — starts from €2,950 for a half-day (3hrs) training and from €3,950 for a full day (6 hrs, plus lunch). The fee includes light customization of the training, but not ValueSpyder® assessment (which is an add-on service). Prices are in Euros and exclude any potential travel supplements**, travel and related expenses, as well as VAT. For valid complete price list, click here.
For larger projects, if you want to lower the upfront investment, we can also discuss a success fee, i.e. a percentage (%) of the increase in sales that your company will make after the training.
Get in Touch for a Free, No-Obligation Conversation
Let’s start with a discussion about your needs, situation, and goals. Based on that, I’ll prepare a proposal and an offer tailored to you.
Use the contact form provided, and I’ll get back to you as soon as possible so we can talk through the details.
Prefer another way? You can also reach me by email, phone, or chat.
Contact me today!
To secure me as your sales trainer, I recommend getting in touch as early as possible. (Please note: my calendar is often fully booked 2–4 months in advance.)
CONTACT / REQUEST A QUOTE
Sales training
Fill in the below form, then Paul will get back to you asap. Thanks for reaching out.
Fees and pricing policy
The fees and pricing policy are both reasonable and fair. There are no hidden costs or attempts to ”lock you in”. What you essentially pay for–once the job is done–consists of the following
- My expertise: More than 25 years in international sales and business development, 10+ years of scientific research, 14+ years in executive training having trained thousands of people in hundreds of companies and delivered countless keynote speeches to different sizes of audiences in four languages in several countries on four continents
- My work: Designing, preparing (incl. prep discussion*), planning, practicing, and delivering your customized training
- My travel costs (e.g. flight, taxi, hotel, and travel supplement*, if applicable)
- Additional work: ValueSpyder® assessment and possible company-specific pre- or post training related work (e.g. research, customer or company-internal interviews, etc.)
My fee for trainings, — including design, preparation (incl. prep discussion*), planning, rehearsal, and delivery – that go into it — starts from €2,950 for a half-day (3hrs) training and from €3,950 for a full day (6 hrs, plus lunch). The fee includes light customization of the training, but not ValueSpyder® assessment (which is an add-on service). Prices are in Euros and exclude any potential travel supplements**, travel and related expenses, as well as VAT. For valid complete price list, click here.
For larger projects, if you want to lower the upfront investment, we can also discuss a success fee, i.e. a percentage (%) of the increase in sales that your company will make after the training.
Is Your Organization Ready for Profitable Growth?
True customer-centricity is a competitive advantage that can’t be easily copied. Let’s discuss how a tailored program can align your team with your customers and drive profitable growth.
Efficiency isn’t just about doing things right; it’s about doing the right things for the right customers. Let’s discuss how a tailored strategic value sales program—delivered in English, Finnish, Swedish, or German—can align your strategy and behavior with your customers’ reality. No obligations. Just a conversation about your strategic alignment.
Please fill in the below form and request a discussion with me. If you prefer to contact me directly, you can email or call me. I will get back to you as soon as possible.
CONTACT REQUEST
Customer-centric B2B value sales
Fill in the below form and request a discussion with Paul. Thanks for reaching out.
What Happens Now?
Initial Review: I will personally review your information within 24 hours.
Scheduling: You will receive an invitation for a brief introductory call.
The Discussion: We will discuss your needs and expectations and how we can–through customer-centric strategic value focus–improve your sales and drive your profitable growth.
Looking forward to our discussion.