IGNITING GROWTH
in Business and in People
Growth generates ENERGY
We all want to be part of growth journeys.
Growth brings freedom and supercharges people.
However, it is often easier said than done.
My formula for GROWTH
With my versatile experience in people, sales and growth leadership, I help companies igniting growth in people and in business – with a hands-on approach.
Based on the experience, there is no one-size-fits-all receipt for growth. For maximizing the impact to your business, I will identify the most important elements in your context and lift them to new level for achieving your targets for growth.
(see the Sales-Success-Canvas® below)
My vision is to start generating growth from day-1, while same time identifying and developing strategic capabilities and repeatable concepts for the future.
Value to your BUSINESS
Hand-on approach means real commitment to your business growth with focus on both short-term results and systematic long-term development. Value is visible in top-line sales growth and in strategic capabilities for the growth journey to continue.
Versatile skills and experience with true commitment and flexibility are the assets I bring for igniting growth in your business and people.
SERVICE PACKAGES
Viventem-booster®
4 WEEKS INTENSIVE SALES BOOST
Booster service is hands-on active support for your high priority sales cases and individuals in your sales team.
Viventem-booster shortly:
- Priority sales cases and objectives defined together
- Dedicated PowerDays for joint active case processing
- Support for actual sales work (meetings, materials etc.)
- Whatsapp-hotline for co-operation and support
- Solution Selling used as core methodology
Impact and value:
- Short term revenue – impact from the very first hour (win rate for high priority deals)
- Sales capabilities to a new level (skills, sales drive)
- Team energy and team learning accelerated
- Repeatable ideas and concepts generated
What makes this unique and effective is:
- Super fast ability to capture the essence and adapt to the real situation
- 100% dedication to the context and objectives
- Tight connection to real front-line sales
- Combination of personal coaching + real business acumen + sales models
Prices typically for the 4 weeks service
4000-8000€ + VAT 24%
depends on the context, team size and intensity
Viventem-capsule®
CRASH COURSE TO SOLUTION SELLING
Capsule training gives you the essentials of modern Solution Selling. For making the capsule effective the training session is configured to your specific environment and context.
Viventem-capsule shortly:
- Situation analysis and target setting (90 min)
- 120 min Power training session for the sales team
- Solution Selling mystery compressed to an effective and easy digest package
Training content:
- Solution Selling ideology
- How to apply in real life
- Examples and best practices
Impact and value:
- Toolbox for Solution Selling
- Concrete ideas to everyday sales work
- Better sales results
What makes it unique and effective is:
- Theory adapted to the specific situation
- Based on several years experience and learnings
- Smart balance of emotional and rational elements in sales
Price for the crash course
1800€ + VAT 24%
Viventem-battle-kit®
FULL KIT FOR SOLUTION SELLING
In battle kit project we equip your sales team with everything needed for professional Solution Selling
Viventem-battle kit shortly:
- Building the Solution Selling full battle kit for you:
- Taking the battle kit into use in the field (coaching and doing sales together)
- Takes typically 6-10 weeks
Deliverables
- Solution Selling playbook for your business
- Sales concept (approach and process)
- Sales meeting concept (materials, techniques)
- Sponsor letter (meeting minutes) model
- Solution Selling map (stakeholders, pains/values)
Impact and value:
- Transforming the sales team to Solution Selling
- Repeatable and scalable model for sales
- Business growth and better win-rates
Prices typically
8000-14000€ + VAT 24%
CONSULTANCY SERVICES
FOR A SALES TEAM
Developing sales team as a real TEAM. (team identity – cooperation – team learning)- Lifting individuals in the team to a new level (sales techniques – self management – sales drive)
- Creating concepts and models for a high performance team (processes and practices for success)
VALUE:
- Sales results and team performance
- Individual team member engagement, results and learning
- Team dynamics and energy
FOR A SALES DIRECTOR
Securing a good start and first 100 days for a new Sales Director via:
- Developing and defining the practices for the sales team (Sales Playbook)
- Designing the sales management model and processes
- Developing Sales Directors personal leadership style and practices
VALUE:
- Secured and fast onboarding of a new Sales Director
- No hiccups in sales results (while onboarding)
- Leadership skills and confidence for the Sales Director
FOR A (GROWTH) START-UP
- Go-to-market strategy creation
- Creating effective B2B sales concepts for accelerating sales
- Support / coaching / leadership for sales
VALUE:
- Cash flow and revenue generation
- Go-to-market fit and ready for scaling
- Increased company valuation (via growth and sales assets)
FOR AN ORGANIZATION
- Strategy / Game Plan creation for having a clear way forward
- Re-designing the operating model for empowering people and increasing agility and results
- Defining and implementing modern “people first” management models
VALUE:
- Engaged and empowered organization
- Value for people – clients – business
CASES
Boosting sales and learning – case : LINK Mobility Finland Oy
Situation and needs:
LINK is the leading mobile messaging services provider in Europe with high growth ambitions in Finland.
For reaching the 2022 growth targets, the young and energetic LINK Finland sales team needed support and advice in professional Solution Selling.
The strategic objective of the team was to transform from product to solution sales and to win complex and demanding enterprise deals.
Personal growth is high priority for LINK and the company wanted to provide strong support for every individuals growth and learning in sales.
Services: (Viventem-booster®)
The co-operation started with a joint target setting and ideation day facilitated by Mikko
As one outcome the highest priority sales cases and targets were shortlisted
In regular face-to-face sales PowerDay events Mikko and the team individuals processed the priority cases together. Win-plans and sales tactics for the cases were created and when needed Mikko continued supporting the team with further meeting preparation, sales material creation and in some cases also running sales meetings together with LINK people.
Value of the service:
- Higher win-rate and shorter sales cycles for priority sales cases
- Practical learning of Solution Selling for every individual.
- Identification and development of repeatable concepts that increase sales effectiveness and results
“Team and people always come #1 for me. What I liked especially was that the sessions with Mikko developed both our individuals in sales and also our team as a synergetic sales team. Mikko’s ability to understand our complex offering and customer context extremely quickly was impressive. With this “hands-on” approach and “let’s do it” attitude Mikko helped us to secure both short term wins while also building a strong foundation for our future success and development. I can highly recommend working with Mikko and Viventem if you want to take your sales team to next level“
Immo Salonen
CEO, LINK Mobility Finland Oy
Sales Playbook – case : Lakka Rakennustuotteet Oy
Situation and needs:
- Lakka was reforming their operations and had new persons stepping into CEO and Sales Director roles.
- Lakka needed a Playbook for sales for developing sales operations and securing a good start for the new organization and Sales Director.
- Additionally, there was a strong ambition for solution selling
Services and value:
- Mikko helped creating a comprehensive Sales Playbook that covered all the essential elements (team identity, internal processes, market and environment understanding, solution selling principles and sales concepts, sales strategy elements).
- Playbook content and approach was carefully tailored to meet the specific situation and new Sales Director’s ideology, beliefs and identity. During the course of the project Mikko also gave sparring for Playbook implementation and sales leadership.
- Playbook formed a solid foundation for Lakka sales operations and showed the way for the new sales team setup.
“Creating the Playbook together with Mikko was an important and insightful process for me. Our brainstorming and sparring sessions helped me to clarify and strengthen my ideas for building a professional goal driven sales organization. I feel the combination of the actual Playbook document and our conversations is crucial for success. “
Peter Lindström
Sales Director, Lakka Rakennustuotteet Oy
Start-up sales acceleration – case : Innoduel Oy
Situation and needs:
- Innoduel is a SaaS start-up company providing a platform and method for increasing personnel inclusion and sense of belonging
- Innoduel’s mission is to help people participate in decision making and Innoduel believes any company can adopt socially responsible decision making routines
- For accelerating the growth journey Innoduel needed advice and concepts for effective solution selling
- Innoduel value requires top management involvement. It was essential to configure the sales concept to match the management’s reality, needs and priorities.
Services: (Viventem-booster®)
- During the face-to-face PowerDays Mikko and Innoduel sales team did hands-on work with the highest priority sales opportunities. Mikko helped the team with win-plans and Solution Selling tactics for moving the cases towards a deal.
- During the process Mikko helped the team to identify the repeatable concepts and models for effective sales in Innoduel context. These findings and practices formed the core for the new Innoduel solution sales approach
- Sales consultancy also covered overall sparring for growth and company strategies.
“Mikko helped by providing the outsiders view. Looking things through “solution sales” lenses help us to craft new ways of approaching our potential customers. Mikko is energetic and very hands-on and I recommend his services to all who wants to move things forwards quickly“
Jussi Simolin
CEO, Innoduel Oy
Sales Concept development – case : Koivu Solutions Oy
Situation and needs:
- Koivu Solutions is a high-tech SaaS vendor providing modern pricing solutions for companies on the global market. Koivu Pricing Suite is the core product and platform of the company.
- To accelerate the growth the Koivu team needed a concept (materials and approach) supporting professional Solution Selling in sales dialogue and process.
Services and value:
- Mikko developed a Solution Selling customer meeting concept for the Koivu sales team. This work started with identifying and analyzing customer needs and solution values. This insight formed the basis for the meeting flow, content and sales materials.
- The developed meeting concept (sales deck, approach and meeting minutes template) was together piloted and practiced in real customer meetings. Solution Selling meeting concept provided a repeatable and effective model for professional solution selling of the SaaS solution (Koivu Pricing Suite)
“Mikko’s long experience in solution selling helped us to improve the sales materials and approach quickly. I highly recommend Mikko”
Janne Salmi
Co-founder, Koivu Solutions Oy
Creating sales team identity – case : Eduhouse Oy
Situation and needs:
- Eduhouse sales team is growing fast. Strong team identity is needed for effective recruiting, onboarding and leading the growing teams in 3 countries.
- Eduhouse service offering is expanding. Next level of solution selling skills is required for selling the new offering to new customer segments.
Services and value:
- In co-operation Mikko and Janne defined the core elements of Eduhouse sales team future success. This team identity document crystalized the principles, core beliefs and commitments that form the foundation for the sales team operations and leadership.
- In a series of two training sessions Mikko introduced the ideas of solution selling in Eduhouse business context and created the practical solution selling models that are easy to take into use immediately in Eduhouse sales process.
“Mikko helped us to create and document our sales team core identity in a way it’s easy to communicate and understand. Moreover, Mikko also introduced us some practical solution selling methods and tools that have made our sales process even more effective. I highly recommend Mikko“
Janne Leinonen
Sales Director,
Eduhouse Oy
BLOGS
CALL FOR A PARADIGM SHIFT IN MANAGEMENT
This is a blog series about the theories, practices and learnings for driving a fundamental management paradigm and culture change in organization. Blog series has been published in Medium 2019.CRACKING THE SALES MANAGEMENT CODE
Ideas and reflections about sales team leaderships and what is the effect and impact of different management paradigms in this specific context.MIKKO
During the past 20+ years I have had a chance to work in several different roles and environments. That accumulated experience and my core beliefs of leadership and sales form the foundation for Viventem.
Leadership – Sales – Coaching triangle is the core of my value creation map that also covers several other adjacent business capabilities.
LET'S GET CONNECTED
And discuss more in detail how I can help you and your business