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Project Focus
More and more building product manufacturers are communicating sustainability more broadly. At the same time, the relevance of material cycles, certifications and standards is increasing across all market discussions. Siniat and Promat therefore wanted to provide clarity early on. What basic knowledge does the sales team need in order to speak on equal terms? How can customer questions be clearly categorised? And how can the team proactively use the topic as an argument without getting lost in specialised topics?
We designed a training series consisting of five sessions with a clear narrative arc that gradually builds up knowledge and translates it directly into everyday sales work. The modules covered everything from the basics to a look into the future:
- 1. Training: Fundamentals of sustainable construction with hej.build
- 2. Training: Regulations and certifications with BuildSystems
- 3. Training: Circular economy and recycling with the Concular Academy
- 4. Training: Tips and tricks for sales talks with Michael Schuster from DBZ
- 5. Training: Looking to the future: What issues will we face in the coming years (decades) with ListECO?
At the same time, we developed a sales guide as a handout and reference work. We designed the structure, edited the content to make it understandable and snackable, and put everything into a graphic form that enables the team to quickly find terms, arguments and phrases in their everyday work. The training courses were not intended to turn participants into specialists, but to provide a solid orientation for customer dialogue. That seems to have been achieved.
»The training series picked up our team exactly where the questions from the market are currently arising. The structure, moderation and selection of external experts were consistent throughout. No one on our team had to become a sustainability manager afterwards, but everyone now approaches customer meetings with greater confidence and sensitivity.« — Tomasz Plucinski, Head of Marketing & Technical Development
Our services
🧠 Design of the training series
Development of the five-part series »Sustainable Construction« from the basic idea to the central theme. This included thematic logic, dramaturgy and coordination with the sales reality of Siniat and Promat.
🔎 Expert research and curation
Research, selection and enquiry of suitable external experts for each module. Support with content preparation to ensure a mix of market and practical knowledge that is well suited to sales.
🎤 Own specialist input
Delivery of own presentations in selected sessions. Classification of fundamentals, regulations and conversation techniques in an understandable, sales-oriented form in order to create a common level of knowledge.
🗓️ Invitation management and appointment scheduling
Organising scheduling, sending invitations and coordinating reminders. Ensuring a clear, reliable process for the sales team.
🛠️ Technical check and live support
Technical checks carried out before each appointment. Live support for sessions in Teams, including recording for internal purposes.
🎙️ Moderation and Q&A management
Moderation of training sessions and structuring of discussion and Q&A sections between external and internal experts. Focus on questions from everyday sales work.
📘 Design of the sales guide
Design of an accompanying handout as a reference work for sales. Focus on practical support in customer dialogue.
✍️ Editing and condensing content
Structuring, editorial refinement and condensation of the guide content. Translation of complex topics into language that sales staff can quickly apply.
🎨 Graphic design and layout
Design and layout of the guide with a clear information hierarchy. Prepared for quick access and easy use in everyday internal work.
