Methodology where growth and sales meet well-being
Modern Industrial Sales
Selling costs
-20%
40%+
hot leads after each presentation
+10
Methodology of MIS
Modern Industrial Sales
- Productization
- Sales processes
- Direct sales
- Presentation
- Well-being of the sales staff
- Appropriate share of inbound sales
What characterizes effective methodologies is simplicity, logic, and pragmatism. Learn more about modern industrial sales...
Fundamentals of the Modern Industrial Sales Methodology
Introduction
Simplicity
The fundamental laws of sales state that there must be a need and there must be value for a sale to occur. In each element of the MIS methodology, we ask simple and reasonable questions. While working with OceanBerg experts, you will learn over 50 important questions that will guide your Team towards the right sales strategy and tactics. Many of them are discussed during our comprehensive training on the MIS methodology, which takes place online. We aim for the largest possible audience to adopt the fundamental principles of MIS based on the presented examples, simple schemes, and general assumptions of the MIS methodology. Discover MIS Questions in the online training - check the dates.
Logic
The methodology is defined in logical modules with mutual connections, of which your team may need only selected ones or perhaps all. The MIS sales methodology can be easily adapted for numerous sales teams as an internal methodology for your company. It is excellently suited for implementing the “Train the Trainer” formula. See examples of the elements of the MIS methodology - these are matrices we work on during workshops - OceanBerg Matrices or otherwise PSP Matrices.
Pragmatism
The authors of the MIS methodology are long-time entrepreneurs, managers, and leaders in industrial sales. The leading expert is Arek Burnos (you can learn more about Arek here). The MIS methodology was created in response to the practical needs of industrial sales in specific B2B relationship conditions, where the client is an industrial customer. However, this does not exclude the possibility that anyone involved in sales and business development will find something useful here.
Many sales tools, methodologies, and courses focus on general sales principles, and even when they concern B2B relationships, many of the elements presented have little to do with market realities (e.g., American methods may not work at all in Europe) and with the client (when selling software for financial services, it is entirely different than selling services or products for industry). The MIS methodology fills and professionally structures a niche in industrial sales.
The MIS methodology is based on the following modules:
- Productization
- Sales processes
- Direct sales
- Presentation
- Well-being of the sales staff
...whose explanations you will find below.
Well-being of the sales team
Not infrequently, all elements of effective sales are theoretically present and functioning. However, working in sales involves many factors that can influence well-being. In this module, we focus with the Client on how to manage sales-operations relationships, sales-other organizational functions, and Sales-Client relationships, along with the resulting burden, stress, and satisfaction.
The well-being of the sales staff is a fundamental set of principles for implementing all other elements of the MIS methodology, allowing for effective and long-lasting delivery of their tasks. It is also the foundation for shaping an environment for development as an Employee and, above all, as a Human.
There will be interesting research, information about employee well-being, principles for creating a good workplace, and employer-employee relationships, as well as techniques and tools for self-application aimed at reducing stress, enhancing self-worth, and confidence.
We must take care of the well-being of our staff in our companies; however, for Salespeople, there are several specific circumstances that require appropriate addressing. Among them are very intense variability (switching to different recipients and different topics, both internally and externally within the organization), frequent travel, being a "representative" of the company (being responsible for oneself, the product/service, other departments), the race for achievements, dependency of results on actual outcomes (commission, etc.), and internal competition (resulting from irregularities in the sales processes).
It's time to address all of this!
Learn about the “Sales Well-being” program >>
Register participants for the open training - check dates >>
Presentation
Do your representatives know how to talk about their company and its offerings? Can they discuss the needs of the Client and their solutions? Can they sell a concept effectively and unobtrusively in 10-15 minutes?
Is your presentation a bit dull and receives almost no feedback, or is it a lively presentation of value that is easy to buy?
In the Presentation module, we are often able to diagnose how other elements of the sales methodology work as well. That’s why workshops and training in this module are often the "initial service". Something that allows us to provide as much as possible to your Team and to you in the shortest time, and also enables us to define several important recommendations for Productization, Sales Processes, Direct Sales, or Salespeople's Well-being.
During this module, we develop how to present products and services so that after a presentation dedicated to a specific Client or, for example, during a conference, we can embed our solution in their plans. It’s not about knowing tricks and psychological maneuvers that are short-lived. Our goal in this module is to fill your methodology with specific presentation methods that serve up what needs to be said and how it needs to be said. In this module, we work in a workshop and training format; we can also analyze your company’s presentation at a conference or another industry event.
This is often a starting and summarizing module within the implementation of the MIS methodology. It is the "creme de la creme" of sales.
See the training offer regarding Modern Industrial Presentation:
Explore the program “Modern Industrial Sales Presentation" >>
Register participants for open-enrollment training - check the dates >>
Direct sales
The authors of the methodology have participated in over 40 sales training sessions related to prospecting, customer dialogue, offer positioning, negotiation, consultative selling, etc.
Unfortunately, 70% of the content conveyed there is... obvious truths, often not having much to do with reality.
In direct sales, we focus on how you and your salespeople interact with the customer. We concentrate on the simple identification of whom to talk to and about what. We discuss the principles of value-based selling and practice them. Finally, we teach what "I, the Seller," need to know and what I need to acquire from the engaged subject matter expert (SME) during the conversation.
Building trust and customer growth through direct sales in the industry is not achieved solely at the Seller-Buyer level. Often, a much more effective and leading platform is the Expert-Buyer relationship. This is what needs to be managed.
Do you want to teach your team to communicate more effectively with customers and handle incoming inquiries through various communication platforms? - This is precisely the purpose for which the Direct Sales module MIS was created.
Sales and marketing processes
There are many excellent companies on the market that offer specialized support in sales and marketing processes, including B2B relationships when it comes to sales in the industry. What distinguishes our methodology is the concrete verification of whether the backbone of these processes is where it should be and whether it operates in accordance with the remaining elements of the methodology. Often, clients focus purely on the software aspect – i.e., there is a CRM, it works, we have some data from it, etc.
However, these processes require analysis and the development of appropriate recommendations in the context of sales and operations organization, collaboration among various sales and other departments (the RASCI matrix), avoiding internal competition, implementing marketing activities in line with the sales strategy, the functioning of the CRM system and financial reporting, the flow of processes and levels of acceptance, as well as the sales commissions system.
In the MIS approach, we work on a dozen of sales subprocesses together with the client, largely applying simple and practical principles, often significantly facilitating the work of individual process participants. We strive to outline a direction together with the client and collaborate on implementing appropriate changes (often involving the configuration of many internal and external specialists), monitoring the realization of the proper assumptions.
Productization
Why do we deal with productization in the sales methodology for industry? In many organizations, sales processes, direct sales methods (both live and through e-commerce), and offer presentations do not correspond at all to what is actually in the offered value. As a result, it is difficult for sales to deliver the appropriate volumes and achieve growth in individual markets. In this element of the methodology, we focus on what products and services are binding. How to build the customer journey through our offer. How can a customer develop within our offer independently and how can we (the sales) assist them. Learn about the Productization Matrix >>
e also touch on the issues of traditional services/products and complementary digital solutions, especially AI-based. In every industrial sector, this relationship is not easy, but the methodology allows us to address questions related to the complementarity of the offer in this area. The field of productization in our methodology is largely a connector between your company's business strategy and the sales methodology. The flow of information and the way this connector influences is bidirectional - not only from top to bottom (Business Strategy → Productization → Sales → Operations), but also from bottom to top (Operations and Sales → Productization → Business Strategy).
This module also contains an essential differentiator of the MIS methodology, referred to as INBOUND SALES (and passive). In this philosophy, starting from productization, through processes, marketing, and other modules, we touch on over 10 simple but very effective actions that are intended to increase the influx of customers to you and in the right "buying mood."
Want to know more? Let's connect!
Why the MIS methodology?
We do not sell you software - The methodology is agnostic in terms of software or sector, meaning it does not limit itself to selling specific IT solutions or focusing on a particular industry.
Product universality - The methodology is suitable for sales teams dealing with services, products, software, or a combination of the above.
Clear indication of Where to Start - Start with the training and workshops “Modern Industrial Sales Presentation” - it's a kind of test drive combined with immediate feedback and initial actions for improvement. According to the principle “Show me how you present it, and I will tell you how sales work in your company…” we will suggest to you or your entire team what can be changed as an action here and now, so that your offer generates immediate interest after each presentation. And of course - what, according to OceanBerg experts, can be considered in the future in terms of productization, Go-To-Market strategy, or sales methods.
The methodology is not a bulky playbook that often later becomes useless. The methodology offers comprehensive and straightforward practical materials, including training resources, tools, workshops, matrices, posters, and a playbook adjusted with your team.
Practicality - Developed by practitioners who have created products and services, sold both small and multi-million contracts independently, as well as in collaboration with their teams. The authors are not just sales consultants - they are entrepreneurs and sales managers - their main professional achievement is not becoming a consultant or trainer, but the real value of achievements in business - real products and services that they have positioned in the market and scaled sales.
Industry - The methodology is focused on Sales in the industry - that is, for those whose recipients are the industry, companies providing professional services, or large asset operators, including infrastructure.
Proven value - The authors of the methodology have led to the development and sales of their companies, which have reached levels interesting for funds or strategic investors.
Highlights of the Modern Industrial Sales methodology - Contemporary Sales in Industry
Inbound sales - our methodology implements the philosophy of increasing the share of inbound and passive sales through the appropriate combination of all elements of the methodology.
Short sales cycle - the MIS methodology involves integrated actions aimed at shortening the time from contact to sale.
Simplicity and logic - The methodology is simple and effective, logical and transparent, easy to adapt within the organization, including in the Train the Trainer formula.
Wellbeing and presentation - The MIS methodology addresses issues of the wellbeing of the sales team and methods of effective presentation of the offer, which is an exception compared to other methods and actions offered on the market.
Would you like to download the matrices in higher resolution? write to us and we will send it to you >>
PSP Matrices
- MIS methodology elements
PSP matrices, or "OceanBerg matrices", visualize significant dependencies in sales and productization. They are tools that support the creation of strategies and the definition of product (and service) matrices, aimed at achieving the right balance between active and inbound (as well as passive) sales and designing the customer development path through your services/products.
- P - Productization - Product
- S - Sales Cycle - Sales Cycle
- P - Purchasing Power - Buying Power (Drive)
Make it easier for your team.
Experience
Coaching profession
We simply know how to train. We have conducted over 1000 training sessions and workshops for teams within the companies we worked for, as well as acting as external consultants and trainers. We have developed a solid methodology for conducting training and workshop work, which in itself is a value!
We worked in small, medium, and large companies.
Our consultants have experience in productization, shaping sales strategies, direct sales, marketing, and very effective presentation. During the conversation, we will be happy to present our profiles and experience.
We solve real problems
Do you have the impression that sales trainers and consultants are stating the obvious?
You don't have the energy to smile while thinking about your goals and the chances of achieving them anymore?
Well-being of the sales staff is gradually declining?
Is the sales cycle too long? Do you feel it could be shorter?
Sales doesn't know how to do "prospecting" (finding clients)?
Burnt energy and money?
+48 505 173 493
info@oceanberg.com
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OceanBerg specializes in dedicated and open-enrollment training for B2B industrial sales staff, and business advisory for companies providing services and products to industrial and corporate customers.
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