Siegfried Blaukat, an Associate with Adventace, LLC. addressed the Storage Solutions audience at the SYSTEMS 2004 Fair. The Fair, hosted by Information Week magazine, was conducted in Munich, Germany.

Mr. Blaukat was invited to speak to more than 150 attendees about the following topics:

• “Dealing with the competition in highly competitive selling environments”,

• “Sales training, the excuse for executives if sales objectives are not met” and

• “Sales opportunities, well evaluated and well executed”

In the first presentation, Mr. Blaukat spoke about competitive sales situations within the technology industry and the importance of preparation utilizing key strategies and tactics before a decision was made to compete. Mr. Blaukat also discussed the common pitfalls afflicting sales operations and sales people including, lack of preparation, underestimating the competition, and not leveraging the weaknesses of their competitors when developing the buyer’s needs. Further he discussed the importance of identifying and communicating unique selling points to increase opportunity wins.

In the second presentation Mr. Blaukat discussed how Adventace® achieves its mission of “Making Sales Make a Measurable Difference” with clients by the way its sales process is implemented within a customers sales organization. He pointed out that Executives will sometimes feel the need to ‘do something’ when their sales operations misses projected sales objectives and justify additional skills or product sales training. Mr. Blaukat said, “As long as executives rely on sales training alone to resolve poor sales results, they frequently will not succeed. However, if they implement a sales methodology that includes proven skills sets into the business’ operating environment, they will achieve measurable change that is sustainable”.

In the final presentation, Mr. Blaukat reviewed the key processes and skills required for sales organizations to increase their control over opportunities, including qualification and quantification of opportunities, shortening sell cycles, helping sellers make the transformation from product to solution sales and selling to ‘Power’ buyers.
 

About the Systems Fair
The SYSTEMS fair is the leading business-to-business trade fair for IT, media and communications. Conducted in Munich, it is one of the largest in Europe with more than 200,000 visitors from 29 countries.
 

About Siegfried Blaukat
Mr. Blaukat is a founding member and Associate of Adventace LLC. He is responsible for the implementation and sale of the programs and services of Adventace LLC throughout the Central European area. Siegfried uses his several decades of experience in consulting his clients to achieve better performance and as a goal create a “High Performance Sales Environment™” where sales results are highly predictable, measurable, and sustainable, even in down markets.