International Sales Enablement

2-Day Seminar: Sales Enablement

Practice-Oriented Training for Sales, Selling, and Complaints Management

Seminar Overview

This seminar is designed for employees from sales, selling, and complaints management who wish to expand their competencies in Sales Enablement. Led by experienced trainer Roberto Capone and his team, the seminar spans two consecutive days, each running from 9:00 to 17:00. The focus is on an interactive approach: In addition to workshops and group work, participants will experience numerous role plays, case studies, and lively exchanges of experience.

Seminar Objectives

·       Promote understanding of the strategic importance of sales within the company

·       Learn how to define and implement smart, measurable sales targets

·       Master price calculation for individual products and services

·       Apply effective methods in new customer management

·       Sustainably increase customer satisfaction and loyalty

·       Effectively design customer recovery and reduce the churn rate

Seminar Structure Day 1

The first day begins at 9:00 with a welcome session and the joint definition of seminar objectives. Participants get to know each other, share their expectations, and receive an overview of the agenda. From 9:30 to 11:00, the focus is on the importance of sales, starting with an impulse lecture on the role of sales as the "heart" of the company. This is followed by a moderated discussion and group work, where attendees reflect on their own roles and share experiences.

After a short break at 11:00, the session continues at 11:15 with "Smart Goals in Sales." An introduction to the SMART method (Specific, Measurable, Attractive, Realistic, Timely) is followed by a practical exercise. Each person formulates their own sales goals and receives direct feedback in small groups to refine these objectives.

Lunch takes place from 12:45 to 13:45. In the afternoon, from 13:45 to 15:15, participants tackle price calculation for individual products and services. A brief talk covers the fundamentals and key factors of pricing. In small groups, case studies on new products or services are developed and presented to the group.

After a coffee break from 15:15 to 15:30, the day concludes with interactive exercises focused on goal setting and pricing. Groups develop sales strategies based on previously defined goals and pricing calculations. Simulated customer conversations provide practical experience in price argumentation, followed by a feedback round.

Day 2

The second day opens at 9:00 with a short review of the first day and clarification of open questions. From 9:15 to 11:00, the topic shifts to new customer management, covering everything from lead generation and qualification to creating an acquisition roadmap. Typical conversation scenarios are practiced in role plays, and a best-practice exchange completes the module.

After a break at 11:00, work resumes at 11:15 with a workshop on developing existing customers, measuring customer satisfaction, and boosting loyalty. Through group work and experience sharing, participants design measures to bind customers in the long term.

Lunch is from 12:45 to 13:45. The next session, from 13:45 to 15:15, deals with customer recovery and reducing the churn rate. An input presentation addresses causes and prevention of customer attrition. Groups analyze real complaint cases and develop strategies for winning customers back. Successful real-world examples are discussed collectively.

Following a coffee break from 15:15 to 15:30, the seminar continues at 15:30 with the transfer of knowledge into everyday working life. Each participant reflects on their insights and creates a personal action plan for implementation. Feedback and commitment to action are facilitated in pairs.

The seminar ends at 16:30 with a summary, a feedback round, and farewell by Roberto Capone and his team.

Methodology and Special Features

The event thrives on interactivity. Short lectures lead directly into exercises, discussions, and group work, making content immediately tangible and applicable. Changing teams foster diverse perspectives and reinforce group learning. Practical relevance is achieved through case studies and role plays based on participants’ real sales experiences. At the end, the main focus is on transferring newly acquired knowledge into practice via individual action plans.

Conclusion

This seminar provides practical, immediately applicable knowledge, strengthens motivation, and promotes exchange among participants. Emphasis is placed on sustainable impact and tangible added value for everyday work in sales, selling, and complaints management.