With efficiency only to peak performance in Sales
by applying principles of Martial Arts
- 6 principles to increase your order entry -
Today in particular, it is not about productivity or effectiveness,
but about
efficiency in Sales.
1. Why
Professional Background:
•
40 years in IT-Industry (all industries,
new customers, SMB-Accounts,
Large-/Key-Accounts, local - global)
•
35 years as manager & sales leader
•
20 years IBM, 3 years business partners,
7 years Fujitsu, 3 years CA Technologies,
5 years B2X
•
Global Head of Strategic Account Management –
Global Client Executive – Director Global Accounts –
Sales Management – Sales Rep – Head of Escalation
Management – Business Development –
PMI Project Executive
•
Sales: Hardware / Software / Services
Why can I talk about it?
Martial Arts Background:
•
20 years Karate / 10 years Kyusho
•
Black Belt (Dan) in both disciplines
•
Self-defense and pressure points teacher
•
Memberships: DKV, BKB, DKI, KI, Okuden,
Bundesverband Selbstverteidigung e.V
Fighting Sport
is a collective term for the different martial arts styles. Boxing,
karate, judo, wrestling are among the most famous martial arts
styyle in Europe. Every style has is different motivations and
background, but has its own justification.
Karate
is a sporting discipline nowadays with clear rules characterized
by punch, push and kick techniques as the core of the training.
However its history can be found in Okinawa of the 19th
century. But deadly techniques as well as techniques that are
obviously harmful to human health have been removed over
the years to protect training partners and to avoid bigger
problems in competitions.
Kyusho
Kyusho was part of karate and was developed in
Okinawa with the only goal to survive - in the time of the
samurai. In modern kyusho, as I practise it, the main
target is to work on the pressure points or the human
weak points of the opponent so that the opponent will be
unable to fight and gives up.
What is fighting sport and what is Martial Arts?
Back to the roots:
A fighting sport becomes martial arts only in
conjunction with Kyusho, but this requires more
relaxed, focused and efficient training.
Transformation into Sales:
With the correct application of the martial arts
principles, the sales team is able to convert the
elementary most important mistakes that are
made again and again into real strengths in order
to differentiate themselves from competition in a
positive sense.
+
Terms mixed up quite often.
What do I offer?
Duration:
•
1 - 4 hours (depending on your expectation)
Possible occasions:
•
Sales meetings, kick-offs, special meetings, …
Feedback so far.
“I've heard many lectures on sales. However, what you
presented to us here in our company today was something
unique and opened my employees' eyes and created eye-
opening effects. The practical examples shown will remain in
our memories for a long time and I would like to thank you
especially for that. I am sure that what I have learned will
contribute to increasing the efficiency of our sales. ”
(MD, international acting SMB company)
Remark: Translated. Original in my folder. For data protection reasons names are not
disclosed. The feedbacks shown above can be viewed at my desk.
How you can contact me easily.
Please send me an email
but please read my data protection policy before:
Appointment on your request!
A proposal depends on your requirements.
€
•
Deutscher Karateverband e.V.
•
Bayerischer Karate Bund e.V.
•
Kyusho International
•
Kyusho International – Team Germany/Erlangen
•
Okuden Circle
•
The Kyusho Institute
•
Bundesverband Selbstverteidigung e.V.
•
Hawaii Karate Museum Collection
•
TED - How great leaders inspire action
•
Motivational speech by Arnold Schwarzenegger
•
StoryTelling
•
Upgrade your energy
•
Manager Training individuell
•
Warum die Mehrheit falsch liegt
•
Vantage Point
•
SAMA Group
The links below might be of your interest.
Impressum
Sales must spend more time with the customer
and fight for contracts more efficiently
What I want to achieve
before
after
Notes on - Liability for links:
The links shown above are links to external third-party websites, and I do not have
any influence on the content there at all. The facts and opinions expressed on
those pages are the sole responsibility of the respective party and do not
necessarily
reflect my opinion. By judgment of the regional court of Hamburg, May 12, 1998
"Liability for links" (312 O 85/98), the court clearly ruled that one can be held liable
for the content of a linked page. This can only be prevented by expressly opting
out of distanced from this content. I hereby expressly distance myself from all
contents of all linked pages and refer again to the fact that I have no influence on
the design and content of the linked pages, nor do I adopt these contents as my
own.
Therefore, I cannot accept any liability for this external content. The respective
provider or operator of the pages is always responsible for the content of the
linked pages.
The linked pages were checked for possible legal violations at the time the link
was created. No illegal content was discernible at the time the link was created. A
permanent control of the content of the linked pages is not reasonable without
concrete evidence of an infringement. As soon as I become aware of legal
violations, I will remove such links immediately.
Notes on - Liability for content:
As a service provider, I am responsible for my own content on these pages in
accordance the German Tele Media law (Telemediengesetz / TMG) Section 7 (1)
based on general law.According to §§ 8 to 10 TMG, as a service provider however,
I am not obliged to monitor transmitted or stored third-party information or to
research circumstances that indicate illegal activity.Obligations to remove or block
the use of information according to general laws remain unaffected. However,
liability in this regard is only possible from the time I become aware of a specific
legal violation. As soon as I become aware of such violations, I will remove this
content immediately.
Notes on – Copyright:
The content and works on these pages created by me are subject to German
copyright law. Texts, images, graphics and layout of these pages are subject to
worldwide copyright.Duplication, editing, distribution and any kind of use outside
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this page was not created by the operator, the copyrights of third parties are
respected. In particular contents of third parties are marked as such. Should you
nevertheless become aware of a copyright infringement, please let me know. As
soon as I become aware of legal violations, I will remove such
content immediately.
Notes on - Photos:
For photos that are sent to me for publication, it is assumed that the persons
shown have given their consent. Before I publish them, I will ask for permission
again.
Please answer the following questions here:
1. What is the reason to contact me?
2. What do you expect me to do by when?
3. What channel to you prefer for our communication?
4. What is your company‘s homepage.?
Many thanks for that.
As a small thank you you will receive the slide
„Key Account Management Model“
with my personal explanations.
"I would like to thank you very much for the very motivating
sales seminar on martial arts principles. We could
immediately feel your sales experience and were impressed
how a sales approach can be reconciled with the principles of
martial arts. The seminar was absolutely practical and helps
in everyday work. Thank you very much, you are welcome to
call me as a reference."
(Head of Sales, big IT company)
A presentation:
The 6 principles of modern martial arts and their
understanding how to applicate them in Sales.
In general:
For a requested presentation, the calculation is based on
•
My fee
•
Number of participants (<10, <20, <50, 50<)
•
Location
•
Travel costs
•
Working material provided (such as projectors, rooms,
catering)
After having checked all the necessary information the offer will
be then communicated to the requester.
There is only a fixed price for public events, which will be
announced at the time of publication.
Optional:
•
Verifying your sales strategy with suggestions for
improvement
•
Coaching Head of Sales and/or Account Managers
•
Interims Management: 6-12 month in Account
Management
The service profile will be defined and agreed in writing
together beforehand. Then, after a more in-depth interview, I
would be happy to work out a proposal tailored to your
situation.
I would be happy to help you implement this.
If you want to part of this exclusive group,
then please just scroll down here.
Best wishes and stay healthy,
Harald Fesenbeckh
I will inspire key account managers to reach their full
potential by transferring the understanding of modern
martial art principles into sales and getting the right attitude
to achieve excellence in all that they do.
I will teach them how to work successfully in intercultural,
complex and changing sales environments with empathy,
authenticity, variability and speed.
They will get the right ideas to create the mental strength of
a real fighter to live a business life of purpose, power and
passion.
They will understand what efficiency
really means and why it is extremely
important nowadays.
This implies a deep understanding of the tremendous
difference between managing people and leading people
that needs to be demonstrated anytime.
My hope is to be remembered for the lives I have touched
and the passion I have instilled as the person for having set
the switch at the right time to move onto the right track. So
they can proudly say, everything I learned from Harald
helped me to be what I am today.
Effektiveness:
Do the right things!
You work effectively when you do something
that leads to the desired result or goal -
regardless of the efforts one has taken.
Efficiency:
Do the things right!
You work efficiently when you get the desired
result or goal achieved with as little effort as
possible.
At a party the curtains start to burn while eating.
The guests quenched the fire with champagne - that was
effective.
It would have been efficient if they had extinguished it
with water.
The point is not that sales people learn to knockout their
customers, however a KO in martial arts means in sales:
The customer has no more objections to the offer and
signs it.
How to:
•
Please go to the "Contact" folder to make an
appointment request.
•
I will then get in touch with you as soon as possible
according to your requirements.
•
Saturday appointments are also possible from my side.
Fixed dates:
•
There are currently no fixed dates with public access,
but they are being planned.
Responsible for content according to German §6 MdStv/TdG:
Harald Fesenbeckh
Marchwartweg 9
85635 Hoehenkirchen-Siegertsbrunn
Deutschland
E-Mail:
harald.fesenbeckh@36conact.com
Social:
Xing / LinkedIn
Telefon:
+49 (0)1520 / 443 83 10
Impressum
