Case Study



From product-sales to solution-sales and system provider


Starting Position

  • the company is leader in the poly-pole market
  • key-customers’ managers push to the limits of utilization, although the market-share is relatively small
  • the basis for further company growth is the potential utilization of these key-accounts.



  • make further use of customer potential with a strategic approach
  • vom Produktverkauf zum Lösungsverkauf und Systemanbieter
  • from product-sales to solution-sales and system-provider


Process and content

  • A two-day workshop together with the managing director
  • Pointing out conscious and unconscious capabilities and inefficiencies of not yet realized reserves.
  • making use of the X-Navigation system, with integrally applied creativity, to ‘make it work’.
  • Recognize opportunities and embark on creative new ways, in order to achieve set goals.
  • using the intentions of want, can and may in a targeted manner.
  • Self-motivating oneself with the MPM model of LeadingX – (the moving people model),  and leading the customer in a more targeted manner.
  • experience and expand on creativity and team-synergies
  • initiate the powerful follow-up process and transform what you have experienced into practice.



  • further opportunities are recognized and strategically realized
  • bisherige Grenzen – sowohl auf der Verhaltens- als auch Ergebnisebene – werden überschritten
  • previous limits – on the behavioral-  and the result-levels – are exceed.
  • from tedious and competitively priced product-sales to solution-orientated,  “value based selling” system sales
  • Customer loyalty, results and experiences



“Many practical examples and great tips.”
“stimulating and motivating”
“logically understandable, sensible and easy to implement.”
“Every sales-person should experience this workshop.”
“it really works!”
“For me as a supervisor, this workshop is the ideal basis to encourage to demand from and support  my employees to make use of their customer potential. So thank you very much!”MG


Benefit now ...

Xperience creates Xcellence - LeadingX

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