Workshop: Winning new customers via social media, B2B social selling for sales professionals


“Acquiring new customers via social media” shows how you can expand your network and acquire new customers via social media and LinkedIn in particular.

On this exciting and interactive day, you will learn about the successful approach using your own current examples. The approach, which is focused on business customer sales (B2B), shows how to develop a successful social selling strategy. Your own personalized Social Selling sales process will be developed and applied in the workshop.

The aim is to get to know and apply new approaches and ways of thinking.

Intensive examination of the new online opportunities to expand your network, find and win customers. Here, the focus is on practical application and your own approach to sales. You will develop new ideas and ways of thinking to differentiate yourself with your own sales process.

Persons of all functions who work in sales or in sales-related functions. Especially executives from the areas of management, sales, product and service development and marketing are addressed. The workshop is aimed at all companies with business customers (B2B Sales).


Platforms of the B2B Social Media

Your community and your personal profile

Approaching new potential customers on LinkedIn

Automated generation and scheduling of customer calls

Your new sales process

A mixture of short presentations and active application of the different methods makes the workshop interesting and anchors what has been learned. The participants are actively accompanied during the workshop.

09:00 to 17:00

• Documentation of participants (handout)
• Drinks during the workshop
• Catering during the workshop
• Certificate of participation

For company-specific workshops, you determine where you want to hold the workshop. We consider it a good opportunity to combine the workshop with a dinner together with your team or to schedule the workshop adjacent to another important internal team event.


I am Roberto Maugeri-de Graaff and I am a recognized expert in national and international business customer sales, with almost 25 years of experience in this field. Among other things, I was head of the Sales & Marketing working group for the sale of railway technology for the Gotthard base tunnel. The contract for the railway technology for the Gotthard Base Tunnel is the largest order in Swiss economic history with a volume of 1.7 billion Swiss francs. Of course, I am not saying this without pride. But I have also worked in smaller companies where I sold products and services for a few thousand Swiss francs and was able to perfect my skills on the phone, for example.

Today I pass on my knowledge and experience to interested companies in all sectors. Companies from the following industries have already booked my workshops: Software Development, Crowd-Sourced Photography, Trade and Commerce, Facility Management, Building Services Engineering, Geoinformation and Payment Systems.


Contact me today, here.

What do you benefit from our services?

picture by Infoteam Sales Process Consulting

Last week I had an interesting chat about LinkedIn.

I am currently developing a new training module for the acquisition of new key customers or for the acquisition of new projects within existing key customers and key customers based on Design Thinking.

To make it relevant for my target group, I am currently contacting sales managers for a short 10-minute interview.

One person has answered my interview request as follows (quote):

Dear Mr Maugeri-de Graaff, thank you for your question. I’m happy to cooperate. Following conditions (please confirm if OK):

– 10 min conference call without preparation CHF 160

– 10 minutes conference call with preparation CHF 200

– One-hour Skype meeting exclusively for you CHF 300

Since I am fully booked about 3 weeks in advance, please register in time.

Best regards, XXXX


Since it was the first time someone requested money for an interview, I wanted to know a little more about what the performance and benefits that would be behind my investment. Because apparently, my potential interview partner had identified me as a potential customer.

Yes, please. What does this contribute to my success or what can you guarantee?

Depends on what you want to know. I can guarantee nothing but to answer the questions honestly and openly. Email xxxx.xxxx@abc.xy

This is a classic case of failure to clarify needs and interest in a customer. I often observe this behaviour in my practice as a B2B Sales Accelerator. Sales employees first send a standard offer and only ask themselves afterwards about the usefulness of their services and products. Or they leave it up to the potential customer to imagine or imagine a benefit.


Does this procedure bring more success or faster success?

Does the customer feel picked up?

Would this company be perceived as customer-centric?

Design Thinking in B2B Sales

Design Thinking in Business Sales (B2B Sales)
Participants in the workshop Design Thinking in Business Customer Sales (B2B Sales)

This week, I was with the sales team of Heizmann AG in the first pilot workshop “WINNING KEY CUSTOMERS” following the methods of DESIGN THINKING: “Directly applicable in everyday sales” or “good structure for my sales work” were two of the feedbacks. The workshop provided the participants with a visual method to approach potential customers, create added value and thus win new customers. Companies that do not regularly win new customers will not survive the next crisis in good shape. The Heizmann company takes precautions and makes itself fit for the future in good times. Using the latest methods. This is what I call #Leadership in sales.

Dealing with values and corporate mission statements

Photo by Annie Spratt on Unsplash

Comment on the article by Christian Fichter, a columnist in the Tagesanzeiger.

Article “Spare us your banal company mission statements!” from 01.04.2019

The author of the TA article “Spare us your banal corporate mission statements” addresses the value attitude of employees. Flanders such as “customer orientation” are empty statements and do not help employees in their everyday lives, says author Christian Fichter. Compliance with corporate values must be monitored, and disregarding them must have consequences, he says.

My commentary on this article looks at how sales departments deal with these values and the statement that more control is needed.

20 years of business customer sales prove: Top salespersons are often not controlled; they are allowed to work as long as they bring “good figures”. That can go well, no problem. But as a CEO or sales manager, I would not rely on that. If things don’t go well, the “corpses” of this salesman only come to light years later and can then be a huge mortgage for the company. That’s why I always give companies a uniform method of selling. This puts the value of “customer orientation” into concrete terms and makes the salesman’s approach comprehensible and replicable. This has various advantages:

  1. Supervisors can discuss the Top salesman’s business activities on an objective level
  2. The organization learns from the best
  3. The salesman is not only “controlled”, but also supported in making the sales opportunities “stronger” in cooperation with his or her superior
  4. If the salesperson leaves the company, his chances of selling are not lost

More on that here.

Why are salespersons the most important resource in a company?

© Infoteam Sales Process Consulting AG

Let’s do a thought experiment. I admit that the experiment is a little ” black and white” thinking. I would like to leave the thinking in “shades of grey” to the reader here.

Let’s assume you have a good product, but can’t sell it. What are the consequences? The company will not last long and disappear from the market again.

Let’s take the other extreme: you have a bad product and good salespersons. The product will probably be sold from time to time (have you ever bought a bad product?). The company generates income and a profit margin and new people come on board to improve the product. What is the consequence? It is safe to say that this business will survive longer.

So, take care of your sales staff and show #Leadership in sales. The things that these sales people need to enjoy working for you have been compiled by Phil Kreindler in his blog.

Link to Phil Kreindler’s blog on

30%* discount for women

30%* discount for women on all training and coaching sessions in March. This is my contribution to more women in business customer sales.

Today, 8 March on International Women’s Day, I read, heard and received a lot about the lack of equal opportunities for women. There are too few women in politics, on management boards and in other management positions. I cannot change that today and now. But I can help women in a sales management or in Account and Key Account positions to be more successful.

* This is only valid for women and for orders placed until 31 March 2019.

A database of good questions increases the quality of your customer conversations

© Infoteam Sales Process Consulting AG

#Sales is a trade like any other Of course, a sales representative must have certain personal qualities. But this is no different in other professions. #Leadership in sales shows who is developing and improving his or her way of working. Younger salespersons tend to talk too much – I am also talking from my own experience here. Brain researchers agree, however, that questions can activate the brain of the person you are talking to much better than facts and figures (that’s why customers fall asleep during company presentations ;-). This is why we have started developing a database with “good questions” for one of my customers. Here is an example to show what this means.

The product:

Access solutions (e.g. automatic access control, biometric identification terminals, etc.)


Pattern customer who calls:

Technical manager, retirement home


Sample questions from the database:

“Do patients with dementia have trouble with keys, or do these patients lose or misplace the keys often?”

“How much work does this entail for administration and housekeeping if a set of keys is lost?”



The customer immediately feels “picked up” and “understood”. Experienced sales staff have mastered these questions for their customer base, but not necessarily for all customer segments of their own company. New employees, however, are not yet able to play this “keyboard” in the beginning. And when a sales employee leaves the company, the “know-how of good questions” is of course lost. These are important assets for a company. A #SystematicSales is a competitive advantage.

Phil Kreindler shares more tips on this topic in his blog.

Link to Phil Kreindler’s blog

16 good questions for opportunity reviews

© Infoteam Sales Process Consulting AG

For sales managers or CEO only: 16 coaching questions for sales representatives to improve the quality of your opportunity reviews.

Sales is a very challenging job. It is not for nothing that sales professionals often earn more than a managing director or CEO of an SME. However, salespersons are also only human, often lose the overview or, perhaps unconsciously, hide important facts. Instead of just asking for key figures at the “sales meeting”, I appeal to sales managers to support the sales staff: “Yes, this hour with my boss has pushed me further in sales opportunities and increased my chances of winning! This increase #Leadership in sales. This, or similar, is how the feedback of a salesperson should sound. The 16 questions in Phil Kreindler’s blog help sales managers to support their employees and promote #SystematicSales. Because, #Sales is a trade.

Link to Phil Kreindler’s blog

12 reasons why your offers are rejected

Bild Infoteam Sales Process Consulting AG

During a business lunch, an acquaintance told me that he had this problem: although he was receiving enough inquiries, he always got “very far” with these inquiries but ended up losing with far too many offers. One reason could be the inadequate qualification of offers. For this purpose, I posted the blog “Don’t ride a dead horse” last week. But there can also be other reasons why offers are rejected. 12 of the most frequently mentioned reasons are summarized in this blog. Good selling can be learned, because #SalesIsACraft

In cooperation with our partner, we regularly conduct a survey on the topic of B2B sales. In connection with the topic “Why do we win orders and why do we lose orders, the participants told us why they lose orders:

  1. No clear description of our solution and/or price

  2. The summary (management summary) was not good enough

  3. The customer’s expectations regarding the richness or depth of the offer could not be satisfied

  4. The client’s current situation and needs were not understood

  5. Project plan and/or implementation plan were unclear

  6. No sufficient information about the realisation team

  7. No details on the benefits of the different buying influencers (stakeholders, buying centre)

  8. Risks and their mitigation unclear

  9. No reference information enclosed

  10. No or insufficient quantification of the benefits for the buying influencers

  11. No or insufficient differentiation from the competing solutions

  12. Too much generic text from the marketing brochure