Value Selling Initiative

Customer: Bosch Rexroth AG
World leader in drive and control technology

In co-creative collaboration with Bosch Rexroth, our MTI project team developed and implemented a global value selling initiative. The aim was to transform sales from a product-centric approach to value-based selling.

To this end, we designed a three-stage blended learning program that provides targeted training for sales employees and account managers. Sales management workshops for managers were offered in advance so that managers could actively support their teams as table coaches during the training.

Following the successful implementation of the Value Selling skills development pathway, a further three-stage learning pathway for negotiation skills was developed. This aims to specifically strengthen negotiation skills in sales - from strategic preparation to practical application in complex customer meetings. Practical exercises and simulations enable sales employees to conduct negotiations more effectively and build sustainable business relationships.

With a successful roll-out in 36 countries and the training of over 5,300 sales employees, the program has had a great impact worldwide. The flexible choice between virtual and face-to-face formats, the use of e-nuggets on the MTI Learning Management System and practical case studies increase sustainability and ensure a high level of customer satisfaction.