We support clients improving their sales efficiency, increase quantity and quality in selling activities and achieve their strategic goals within their customer base. We do this by advising on improvement of structures, processes, sales leadership approach and sales plans, drive sales excellence initiatives, and by conducting sales training, opportunity deep dives, account plan reviews and sales coaching.
CLIENT CENTERED SELLING
Personal selling is about effectively engaging with customers. Our client centred selling (CCS) concept provides a comprehensive framework for engaging, structuring, and strategizing the individual sales activities. This is often the core when we help clients build tailored sales enablement programmes.
GLOBAL DELIVERY
Based in Copenhagen, we support our clients around the world. Working together with consultants globally, we can deliver consulting and facilitation in 12 languages and on every continent. Our client portfolio is primarily international growth companies in a wide range of industries such as bioscience, technology, financial services, healthcare and other complex selling environments.
SALES CAPABILITIES
We believe that building organisational core competence in selling is a sustainable competitive advantage. We help our clients build those unique selling capabilities. This is achieved through combining our clients’ everyday sales challenges with targeted sales training and coaching. It works best if it is framed within a sales excellence or a sales enablement programme.
FROM THE ART OF PERSUASION TO A PROCESS OF FACILITATION
Today, the objective of selling is to become an integrated part of the customers buying process. The most efficient salespeople can facilitate a decision process, driven by the customer and having value creation at the centre of the conversation.
The globalisation, the ease of communicating and the ability to collect information online, have dramatically changed buying behaviours. Buyers are not looking for a salesperson representing a supplier. They look for someone with subject or industry expertise, that understands their business and takes an active interest in how to provide value.
The tools in selling is the same, but how we apply them is vastly different from just 5-10 years ago. Our task is to understand why and how customers buy. Previously, selling was about persuading the customers to buy from us.
The salesperson would pitch the product and deal with the objections. Today, most salespeople need to position themselves as trusted advisors through a consultative approach and focus on what value looks like through the eyes of the customer.
IN OUR PROJECTS, WE ALWAYS HAVE A DOUBLE FOCUS
Client investments in improved structure, process, and competence must lead to improved performance and profitability. We believe that focus on learning is fundamental to future progress. The aspect of learning is about achieving sustainable change in behaviours and activities. Individual performance is no doubt essential, but to really sustain a business model, selling needs to become an organisational capability.
The pivotal idea of CCS Nordic is to bring structure, process, and competence to customer engagement activities. We strive to be valued as a sales excellence consulting partner that truly helps our clients develop a stronger client-centred approach and increase their sales efficiency.
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