Case Studies

Challenge

Hamamatsu is an industry and thought leader in the manufacture of photonic detectors, light sources such as xenon lamps and cameras. The brief to us was to encourage a sales awareness in the technical team so that the organisation might capitalise on more selling opportunities. The sales team has to be technical first, and sales second, due to the complexity of the products. This means that the sales training had to be non-threatening and fit in with existing personalities. Developing selling frameworks and structures were important facets of the training.

Solution

We were careful not to create “hard nosed salesmen” out of the group as they wanted to maintain their technical position. Our training design team came up with a compelling two days of training that blended basic selling structural theory (sales cycle etc) with some real world advice to help individuals move buyers to action. We also covered sales meeting skills, negotiation and closing skills and key account management techniques to ensure a well-balanced sales training experience for the team.

“Very good, I really enjoyed the course. It has given me more confidence in selling to academics and how to incorporate sales skills during demonstrations.”
Jen Morton, Hamamatsu

“Excellent workshop. Good presentation by the trainer with analysis of our past experience. Well presented, professional and actually enjoyable!”
Nick Bowers, Hamamatsu