The 3rd CEO-Round-Table this time was all about sales. The topic was ‘Sales excellence and value selling – Insights for the tool industry’ presented by Michael Fechner Prof. Roll & Pastuch – Management Consultants. 25 members have registered to the online meeting via Teams and they enjoyed an insightful “take-home-value” at the end of the day, so that a second meeting, dedicated to the broad spectrum of digital sales will be arraged.
One major element of sales excellence is value extraction. So, various approaches to optimize value-extraction in our industry were analysed, such as multichannel sales optimization, portfolio pricing and value selling were explained. Michael Fechner explained the significance of these instruments to a better and successful combination of sales channels.
The next CEO-Round Table will take place end of May/beginning of June.