Earlier this year, Matt Faulks, Account Manager, and David Griffiths, Sales Engineer, represented Supply Plus as part of the International Division at Lagercrantz’s Value Based Selling (VBS) course, held at the scenic Steningevik Conference Center in Sweden. The training brought together colleagues from across the Lagercrantz Group, offering a unique opportunity to develop business acumen, share experiences, and explore new approaches to sales.
Why Attend Value Based Selling?
Matt and David joined the course to sharpen their sales skills and gain a deeper understanding of the Lagercrantz Group. “I wanted to take away learnings that will improve my skills and help with identifying opportunities to ease customers’ problems,” Matt explained. David added, “As a Sales Engineer, it had relevance to me. It was also a chance to learn more about Lagercrantz’s way of doing business.”
Standout Moments
Both highlighted the individual presentations as a memorable part of the course. “We were thrown in the deep end - 15 minutes to prepare, no agenda. Watching how everyone approached their presentations was eye-opening,” Matt recalled. “Some told stories, others went straight to product details. It was great to learn from peers and see different styles.”
David was struck by discussions around value: “What value can we offer our customers? Solutions to problems, safety, long-term savings, after-sales support. Hearing from Jörgen, President and CEO of the Lagercrantz Group about the company’s background was really interesting.”
Challenging Views and New Techniques
The course challenged the team to move beyond shallow conversations. “Asking the right questions to help the customer uncover their real problem is the first step,” Matt said. “Then figuring out the solution, that’s the fun bit.”
Both came away with practical tools. “Value add conversations with customers will be a key focus,” Matt noted. David said, “I’m not front-line sales, but I can adapt these techniques in my role as Sales Engineer when communicating with customers to better understand their perspective.”
Benefits for Supply Plus and Customers
Matt believes value-based selling “…will help create new opportunities as understanding the customer better is key.” David observed that while some ideas are harder to implement with some customers and products, “a new product launch to an unfamiliar customer would work.”
Meeting Colleagues Across the Group
Both valued the chance to network with colleagues from other Lagercrantz companies. “It was a fantastic opportunity to meet and find out what their companies manufacture or services they provide,” Matt said. David added, “It was interesting to hear about their businesses and what challenges they face, within with their businesses.”
They discovered that most companies share similar sales goals but face different challenges depending on their markets.
Learning from Others
The course highlighted the potential for collaboration within the Group. “There are possibilities of more companies working together or helping to introduce existing customers to companies within Lagercrantz Group,” Matt said. David saw opportunities for intergroup sales and leveraging combined buying power.
The Value of Learning Abroad
Stepping away from day-to-day work and learning in Sweden made a difference. “Each country has its own way of buying or dealing, so being with colleagues from various countries really helped open my eyes to how people may perceive you in meetings,” Matt reflected. David noted, “It highlighted what export sales managers do - planning, preparation, and understanding the culture of the Lagercrantz Group on their own soil.”
Biggest Takeaways
For Matt, the focus is on value add and refining his elevator pitch. David found it valuable to challenge others’ opinions and consider whether a customer is the right fit for Supply Plus. Both agreed: “Never judge a book by its cover - there may always be opportunities or stones unturned that could help our customers out.”
Key Insight for Supply Plus:
Approach every customer and opportunity with an open mind, focus on the value we can offer, and leverage the strengths of the Lagercrantz Group network. The Value Based Selling course has equipped Matt and David with new perspectives and practical tools to drive Supply Plus forward.
