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Hello, I am Walter

I am Walter Koch

Walter Koch, 1964, founder and owner of KPimprovement.

Since the late 80’s internationally active from various disciplines, sales, sales management, business development, general management, within suppliers of process equipment.

Please view the profile Linkedin

The step towards founding is made due to the development, implementation and roll-out of the international sales training program The Verderway within the Liquids Division of the Verder Group since 2013.

The power in this program is formed by the Circle of Sales. Sales people will have a defined and recognizable tool available for continuous improvement by applying (small) changes in daily behavior.

My passion is to share this knowledge and experiences from coaching, training and leadership roles with others.

Entrepeneur
Trainer
Coach
Tech freak
Pump lover
Water specialist
Social media fan

About us

To the point: This website is about selling, an important part of doing business. In the current era of digitalizing and individualism there’s a growing need for human interaction as people buy from people. This calls for CONNECTION.

KPimprovement is established to support managers to increase the defined sales targets.

These targets, KPi’s, are known or set within the Concept phase in the Geared Sales Model (GSM). In this phase we target on the WHY from the Golden Circle of Simon Sinek other than what need to be sold.

Examples of Key Performance indicators are:

  • Amount new customers
  • Amount lost customers
  • Amount of quotes
  • Amount of successful quotes
  • Amount of contacts being made during an exhibition
  • Sales per …

The implementation of the Geared Sales Model within sales teams will lead to clear improvements compared to the current situation.

Team members will be trained, or even coached, within groups or individually to implement changes in activity and behavior which lead to “from Good to Great”.

The GSM can be applied for all industries and branches, although the focus of KPimprovement is on suppliers of products and technology to the process industry.

Modules

Campaigns
To develop an existing or new market with new and/or existing products can be successfully executed via the Ansoff model in the module Campaigns.
Exhibition
Preparation of an exhibition is key; it starts with the Ansoff model. What do we want to achieve (it’s the WHY question) and based on this outcome the staff will be trained including follow-up.
Cold call
Liked, neglected, disliked; the cold call is an excellent tool to develop market and marketshares. A plan and trained staff is essential for optimum success.
SPIN
A very powerful tool for questionning, developed by Neil Rackham, which will lead to clear, somtimes latent, demands.
Persuasion
The 6 principles of Persuasion by Robert Cialdini are the ingredients for an interactive workshop to apply at least one, some, or all principles, effectively to get a YES instead of a no.
Objections
Within the module Objections (rejections) the focus is on: How to prevent the objections in the final stage Contract? Most objections are related to Money - Urgency - Need and can efficiently and effectively being adressed when there is Trust. M-U-N-T

Experiences

March 2017, Poland
Walter Koch
April 2017, Johannesburg/SA,
Walter Koch
April 2017, Belgium
Walter Koch

Contact

Contact

KPimprovement

Marijnenlaan 1

NL-5251 SB Vlijmen

E: info@kpimprovement.com

M: +31 6 5335 7148

KvK: 67882471

IBAN: NL 36 KNAB 0255769342

 

Terms and conditions

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