Introduction

There is no question: There have always been and still are excellent salespeople with a successful approach in B2B sales. But in most companies, only a few methodical procedures are established. Somewhat casually said, in principle everyone does what he wants. My long-time colleague and friend Walter Westervelt and I had already years ago a concern to develop a practical methodology that provides the salesperson with an immediate benefit for his work. It should be simple, understandable, directly applicable at the customer and deliver fast results. We collected practical examples, researched best practices and discussed the approaches with many entrepreneurs and executives. We systematized, simplified and expanded. In many projects and workshops we implemented our method, with which we always achieved good and sometimes excellent results.