Case Study



Effective sales-talks with the main-decision-makers and managing directors


Starting situation

Determined and efficient external-sales-company in wholesales.
Number 1 in the market.
All competitors ‘take aim’ at the market leader.
‘Normal’ product- sales and the usual service prove less and less useful.
Sales people are not used to create strategic partnerships with managing directors.
Hectic reactions, familiar processes and traditions, sometimes trap customers.


Goals for talks with managing directors

Annual talks in strategic sales, system- and solution sales
Building lasting partnerships with customers
Expanding innovative distribution and market-leadership



  • 2 days sales event with the ‘heart, mind, hand,’ approach.
  • Break down possible fears, blockages or concerns about managing director talks.
  • From reaction to action.
  • The attitude- as well as the behavioural level are being made aware of and partnership selling on managing director level is initiated.
  • Each phase of managing director talks, is being made aware of and practised



  • Marked turnover and profit growth
  • Companies from other countries, not participating in this educational project, experience a marked decline.
  • Move towards number 1 position in the world market



“Ideal mix of seminar, training and workshop”
“Top seminar, great atmosphere, I’m fully motivated”
“I’m looking forward to its implementation.”
“Can instantaneously be put into practice.”
“Perfect mixture of personality topics, concrete tips and methods for practice.” MG

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