Master of Sales Management & Sales Training Workshops. Tailor Made on-site trainings in English, Dutch, French and German, Best Practice oriented approach. Every workshop closes with 2 important Management Tools: - PSB Personal Sales Book - Action Plans Please ask for information: oliver.vonborstel@mastersofsales.eu Cheers, Oliver von Borstel Salesman & CEO

1. Business Presentation for
BUSINESS PRESENTATION:
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2. Business Presentation for
IMPORTANT TO KNOW: YOUR SALES ORGANIZATION
Busy in:
- Benelux? Europe? USA? Worldwide??
- Subsidiaries?
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- Distirbutors? 

3. Business Presentation for
OUR MISSION  ENTREPRENEURSHIP
Sales Sales Business
Board Management Organization Growth Areas Targets
New Business
Sales Director
CEO
After Sales Service etc.
Turnover, Market Share,
Indoor Sales Personnel
Margin, Profit , EBIT
CFO Outdoor Salesmen Improve Margin
COO
Potentials Generate Extra
CIO Funnel Turnover
Special Care
etc.
Coaching Key Account Management
Business Process
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4. Business Presentation for
PROFESSIONAL & SKILLED SALES ORGANIZATION
Skills, Attitude & Behavior:
Basic Skills
Turnover, Market share,
Margin, Profit , EBIT
Your Training Needs?
Selling of Total Solutions
and Added Values
Sales Process
Management Skills
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

5. Business Presentation for
PROFESSIONAL & SKILLED SALES ORGANIZATION
Generation of new
business/clients
(Cold Calling)
 Price psychology
Skills, Attitude & Behavior:
Basic Skills  Skills for Junior
Sales
Turnover, Market share,
Margin, Profit , EBIT
 Visit planning
Your Training Needs?
Selling of Total Solutions  Sales Pitch
and Added Values  Etiquette
Sales Process
Management Skills
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

6. Business Presentation for
PROFESSIONAL & SKILLED SALES ORGANIZATION
 Total Solutions
 Advantage & Added
Skills, Attitude & Behavior:
Basic Skills Value Arguments
 Professional
Turnover, Market share,
Margin, Profit , EBIT
Quotes/Follow up
Your Training Needs?
Selling of Total Solutions  Presentation of
and Added Values solutions/benefits
 Price negotiations
 Professional
Sales Process objection handling
 Professional
closing the deal
Management Skills
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

7. Business Presentation for
PROFESSIONAL & SKILLED SALES ORGANIZATION
Skills, Attitude & Behavior:

Basic Skills
 Potential Utilization:
Turnover, Market share,
Margin, Profit , EBIT
Existing Clients
Your Training Needs?
Selling of Total Solutions Key Prospects
and Added Values  Sales Funnel
 Pipeline
 After Sales Service
Sales Process
 Key Account
Management
 Special Care Manag.
Management Skills  PSB Personal Sales
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Book

8. Business Presentation for
PROFESSIONAL & SKILLED SALES ORGANIZATION
Skills, Attitude & Behavior: 
Basic Skills
Turnover, Market share,
Margin, Profit , EBIT
Your Training Needs?
Selling of Total Solutions
and Added Values
Sales Process  CEO Coaching CPCP
Leadership/Commun.
 Sales Management
Management Skills  Business Strategy
 MSTool  MOSE
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Salesmanager Tool

9. Business Presentation for
PRODUCTS & SERVICES 
BPA©
BPA© QUICK SCAN
CPCP Mgt. COACHING COACHING PSSP PSB
COMPETENCIES & TOOLS
Personal Sales Book STRATEGIC KAM
SELF DEVELOPMENT
JUNIOR SALES
SCRIPT TELESALES  Segmentation:
TIME MANAGEMENT MSTool  SALES ABC, S, Stars
MANAGER TOOL NEW BUSINESS Potential
CHANGE
MANAGEMENT Existing clients
VALUE BASED Key Prospects
SALES
SELLING  DMU
STRATEGY MANAGEMENT
 Strategies
PROJECT PRESENTATION Farmer Profile
MARKETING NEGOTIATIONS TECHNIQUE Hunter Profile
MANAGEMENT
SPECIAL CARE  Key Account
MANAGEMENT AFTER SALES Strategic
SUPPLY CHAIN
s SERVICE Planning
MANAGEMENT TEAMBUILDING &  KAM Meetings
MOTIVATION TELESALES
INSPIRATION  TRAINING  SKILLS  ATTITUDE & BEHAV.  ROI
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

10. Business Presentation for
REFERENCES IN EUROPE
• = Direct customers
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• = Nationalities trained 

11. Business Presentation for
REFERENCES IN EUROPE.
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

12. Business Presentation for
MOSE  YOUR ADVANTAGES & BENEFITS
 Top professional Management & Sales Training
Workshops
 Bespoke approach, on-site trainings
 Best Practice oriented, tailor made for your business and
your specific business goals
 Our consultants have more than 20 years experience in:
 International business, Sales Directors positions
 Positions as CEO
 High ROI after training: Protection of your investment!
 Every workshop results in ACTION PLANS and a
MOSE PSB  Personal Sales Book
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

13. Business Presentation for
AS FOLLOWS:
SOME MAJOR SLIDES USED IN DIFFERENT
WORKSHOP
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

14. Business Presentation for
SALES FUNNEL (CUSTOMIZED PER CLIENT!)
Pipeline
The chance to close an order or a project:
0% 33% 50% 66% 80% 90%
Lead Proposal Sample Contract
…where does the road lead to…?
Prospect Meeting Quotation Meeting Delivery/ Negoti-
Present. ation
Criteria:
Qualified With DMU We know With DMU Solution & We know
Leads & and/or why we added value where we
Prospects decision quote arguments stand:
maker close!
Pipeline YTD: Marc 334 89 55 18 9 4
Paul 182 45 21 16 11 2
John 256
Peter 221
73
51
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35
39
24
21
5
13
4
7 

15. Business Presentation for
TOP PERFORMANCE  TCM CONCEPT
(TOOLS/COACHING/MOTIVATION)
CRM
Targets
PSB (Personal Sales Book)
Support
Qualified Leads
Education
Customer
Motivating
Base
Sales Manager
Bonus MOTIVATION Colleagues
Provision Car
Profit share Notebook
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Mobile phone etc. 
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16. Business Presentation for
SALES MANAGEMENT: 3 PILLAR COACHING
KPI Hit 1. Q. 2. Q. 3. Q. 4. Q. YTD
KPI Hit Rate KPI Rate
Hit Rate KPI Hit Rate
Turnover 3.500 810 790 1250 2.850
Visits existing
Turnover 3.500.000 Motivation 90%
Customers 6 p. week 41%
Margin 38,2% 40,5 37% 39,1%
Product
Visits new > 15 35 Market
125 175K
Margin 38,2% X 250K
Customers 4 p. week Knowledge 100%
EBIT 10% 10,4 10,2%
New Customer/DMU
Quote’s 5 p. week %
Product X > 250K Knowledge 70%
Market 27% 25%
Contract- 3 per Abilities &
Sales Rep.: EBIT 10% Share
Meetings month Sales Skills 85%
Joe Miller
Market Cold Calls Ratio Quote’s
Share district 27% per week 25 to order 60%
District: NW

Business Plan 2010 - 2012
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17. Business Presentation for
INDIVIDUAL BEHAVIOR  FINANCIAL RESULT
Individual Company
Company Human Financial
attitude & perfor-
targets context result
behavior mance
ROI: AMBITIOUS EMPLOYEES ACT AS ENTREPRENEUR’S
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 9 / 10

18. Business Presentation for
SALES PROCESS: GENERATE NEW CUSTOMERS
Qualification:
Leads &
Key Prospects
DMU:
Agenda’s frequently
Name Decision Maker
filled, week by week, Targeted growth Phone number
with first visits
In turnover
by structured
Cold Calling
Structured Planning USP
Salesmen: To call Referral
every day! Added Value
Script Cold Calling
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
1/3

19. Business Presentation for
INITIALIZE NEW BUSINESS  STRUCT. COLD CALLING
KPI’s Hit Rates
Activity Quality
Sales Process
6 per day
= 1070 CC per year
(Professional & quality script!)
214 talks with DM = 20%
43 first Meetings
34 Proposal Meetings = 80%
20 orders = 60%
(Average 7.500)
New Clients! 150.000
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Result!

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20. Business Presentation for
FFBE ARGUMENTATION  ACCEPTATION OF THE SOLUTION
Key Account manager’s Professional Sales Pitch
Earnings Evidence and references about profit 39%
Profit and earnings of the total solution convince Buy based on the profit they
the client to buy. It gives him confidence! get out of the total solution!
By only arguing added value, we leave it up to 34%
Benefits
Progress
client to calculate his profit & earnings he will Buy based on the advantages
Advantages
get while buying our solution. they get with the added value
With only using quality arguments we 21%
Functions leave it up to the client to see the advantages Buy based on functionality or
Quality of the solution he will get. quality
By only naming technical specifications 6%
we leave it up to the client to figure out what

Buy based on technical
Features the quality means for him. specifications
Technical Specifications ©Copy rights and property by M.O.S.E.

21. Business Presentation for
EXTRA TURNOVER GENERATION WITH CUSTOMERS
Potential:
Analyze existing
Customers
Define Scripts
Special Care for Indoor Sales:
Management Customers are Cust. Orientation
Hyp. Link
lost because
of lack of
Professional
attention!
Management of Telesales
Complaints/Inqui.
After Sales Service
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
1/3

22. Business Presentation for
PROFESSIONAL KEY ACCOUNT MANAGEMENT
Segmentation:
ABC Classification
Potential
Value Based Selling- Strategic SWOT Analysis
Meetings at Key Accounts
Key Accounts
&
Targeted
approach of
Key Accounts =
Account Planning: Define Strategy:
Realization TO & Growth! Hunter Profile
Visit Planning Farmer Profile
Definition Targets
Planning &
Special Care Mgt.
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
1/7

23. Business Presentation for
PARETO PRINCIPLE  20/80 RULE
Number of customers Turnover
20%
A
A
B
80%
C B
C
S = Stars, Special
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
2/7

24. Business Presentation for
DMU ANALYSIS: 3RD DIMENSION  RELATION NETWORK
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
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25. Business Presentation for
MOSE  OUR METHOD AND METHODOLOGY
For instance: Workshop Value Based Selling, 2 days
Preparation Workshop day 1 (part 1) Workshop day 2 (part 2)
Individual Interviews Theory followed by  Theory followed by 
Best Practice Group assignments (3 tot 5) Group assignments(3 tot 5)
Profile Salesmen Presentation per group Presentation per group
Workshop material Dialog & Exchange know-how Dialog & Exchange know-how
Acceptation customer Role-play Role-play
Live Coaching Live Coaching
Management Tool: Personal Action Plan & PSB (Personal Sales Book)
Optional: Come Back Day
ROI: CHANGED ATTITUDE & BEHAVIOR, PLUS TEAMBUILDING!
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26. Business Presentation for
MARKETING MANAGEMENT
Marketing Strategy
Brand Management
R=AQ Marketing Product Price Promot. Place
(Results = Activity * Quality)
Mix
Market Research
Marketing
Instru- Market Segmentation / Potentials
ments Marketing Control
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

27. Business Presentation for
BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS
Analyze Business
&
Sales Process
Definition Strategic Professional Mission, Vision, Values
Business
Plan
business plans
and processes =
guaranty for
Success & Growth!
Personnel
& Strategy
Resources
Organization
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
1/2

28. Business Presentation for
BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS
Advantages for you:
Bespoke Approach: What are your goals?
Analysis of Management Analysis of your
company-internal
Analysis of Organization organization, business
Processes and potentials
Analysis of Sales Process
on the markets and with
Personnel & Resources clients.
Definition Strategy & Mission/Vision/Value Definition of the
Definition Professional Business Plan strategy and business
Plans.
Action Plans: Bespoke Training Program
ROI: FUNDAMENTAL CONCEPT & PROFESSIONAL BUSINESS PLAN
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 2/2

29. Business Presentation for
THANK YOU FOR YOUR ATTENTION!
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