Case studies — PostNord
Sales training for 400 salespeople, from price to customer value
A training initiative that shifted sales conversations from the lowest price to the value of the customer relationship.
Challenge
- The sales organisation competed largely on price.
- A shared structure, content and strategy were needed to raise performance across the entire sales team.
Solution
- A shared strategy for structure and content, developed with sales management.
- Content built around PostNord's products and the value they deliver to customers.
- A studio format with clear corporate branding and a focus on behavioural change.
Benefits
- All 400 salespeople were trained in parallel with management's change in strategy.
- A shared platform for value-based selling.