{"id":34471,"date":"2025-10-15T06:19:42","date_gmt":"2025-10-15T06:19:42","guid":{"rendered":"https:\/\/perpetos.com\/?post_type=reference&#038;p=34471"},"modified":"2025-10-15T06:23:42","modified_gmt":"2025-10-15T06:23:42","slug":"tvh-empowers-sales-team-with-value-selling-capabilities-through-perpetos-workshops-messaging-toolkit","status":"publish","type":"reference","link":"https:\/\/perpetos.com\/en\/reference\/tvh-empowers-sales-team-with-value-selling-capabilities-through-perpetos-workshops-messaging-toolkit\/","title":{"rendered":"TVH empowers sales team with value-selling capabilities through Perpetos\u2019 Workshops &amp; Messaging Toolkit\u00a0"},"content":{"rendered":"\n<p><strong>To drive this shift, TVH partnered with Perpetos to roll out a comprehensive commercial capability activation program aimed at building sales confidence, improving customer conversations, and laying the groundwork for more value-driven selling.<\/strong>&nbsp;<\/p>\n\n\n\n<p>To meet these challenges, TVH thoroughly restructured its internal sales organization, creating a clear distinction between a Sales Development team focused on opportunity creation, and Account Managers handling long-term relationships. This reorganization laid the foundation for a more focused, competence -based approach to customer interactions.&nbsp;<\/p>\n\n\n\n<p>With the new structure in place, TVH called upon Perpetos to guide and upskill their teams toward commercial excellence. Perpetos designed a comprehensive program consisting of live and virtual workshops, on-the-job coaching, and a structured implementation trajectory.&nbsp;<\/p>\n\n\n\n<p>The first step was building the foundation for proactive selling. This involved helping the teams understand the full customer buying journey and developing tailored messaging to support meaningful, relevant conversations.&nbsp;<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"has-text-color\" style=\"color:#152841\">From order taking to lifetime value&nbsp;<\/h2>\n\n\n\n<p>Traditionally, TVH\u2019s inside sales teams operated reactively, answering customer inquiries and processing orders. But the company needed more: a way to build deeper relationships, uncover long-term potential, and create space for up- and cross-selling.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-black-color has-text-color\">\n<p>The core objective was to help our salespeople move from order takers to value sellers. That meant reshaping how we engage with customers, focusing not just on what they ask, but on why they ask it.&nbsp;<\/p>\n<cite>says <strong>Lieven Somers<\/strong>, Director Global Commercial Excellence &amp; Sales Operations at TVH.<\/cite><\/blockquote>\n\n\n\n<p>According to Lieven, there now already is a noticeable shift in how conversations are held. Salespeople ask better, more future-oriented questions, designed to understand the customer\u2019s goals rather than just their immediate needs.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-black-color has-text-color\">\n<p>What stood out is how confident people became. They\u2019re asking questions they wouldn\u2019t have dared before. For example: if a customer asks for a discount, they now respond with: \u2018What are you hoping to achieve with that discount?\u2019 This opens up new insights and shows the customer we\u2019re thinking with them.<\/p>\n<cite>adds <strong>Marija Martinovic<\/strong>, responsible for the program\u2019s rollout at TVH<\/cite><\/blockquote>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"has-text-color\" style=\"color:#152841\">A teachable system, not just talent&nbsp;<\/h2>\n\n\n\n<p>One key insight from the program was the realization that selling isn\u2019t just about personality or talent. It\u2019s a teachable skill.&nbsp;&nbsp;<\/p>\n\n\n\n<div class=\"is-layout-flex wp-container-3 wp-block-columns\">\n<div class=\"is-layout-flow wp-block-column\" style=\"flex-basis:55%\">\n<figure class=\"wp-block-embed is-type-video is-provider-vimeo wp-block-embed-vimeo wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Lieven Somers - Contextual relevance results to adoption\" src=\"https:\/\/player.vimeo.com\/video\/1127070350?dnt=1&amp;app_id=122963\" width=\"1440\" height=\"810\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\"><\/iframe>\n<\/div><\/figure>\n<\/div>\n\n\n\n<div class=\"is-layout-flow wp-block-column is-vertically-aligned-center\" style=\"flex-basis:45%\">\n<blockquote class=\"wp-block-quote has-black-color has-text-color\">\n<p>We\u2019ve seen people shift their mindset. They\u2019ve learned that sales success isn\u2019t just instinct; it\u2019s structured. There\u2019s a system behind it. And once they saw how it works, they embraced it.<\/p>\n<cite><strong>Somers<\/strong> explains<\/cite><\/blockquote>\n<\/div>\n<\/div>\n\n\n\n<p>The program&nbsp; focused on conversational techniques: active listening, triggering customer reflection, and guiding discussions instead of simply reacting. As one inside sales representative from the Middle East put it: \u201cThis program gave me an understanding of how to be customer-centric and know the customer to build a long-term relationship. We\u2019re moving from transactional value to lifetime value selling.\u201d&nbsp;<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"has-text-color\" style=\"color:#152841\">From knowing to doing&nbsp;<\/h2>\n\n\n\n<p>What set Perpetos apart was their ability to translate knowledge into real-life behavior change. The program created a safe learning environment, with role plays, one-on-one coaching, and real scenarios that encouraged immediate application.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-black-color has-text-color\">\n<p>People were skeptical at first: nobody likes role plays. But once they experienced the feedback and saw how practical it was, they became engaged. The combination of workshops and coaching helped translate insight into action.<\/p>\n<cite>says <strong>Marija Martinovic<\/strong><\/cite><\/blockquote>\n\n\n\n<p>A <strong>UK team member<\/strong> reflected: \u201cThe confidence this program brought to my new sales role was vital. The whole mindset is totally different, new and fresh. I felt more comfortable with the change because of this program. For example, asking new, specific questions and gaining more insight.\u201d <strong>Another participant<\/strong> shared: \u201cThis program&nbsp; helped me break old habits, see new patterns, and feel like I\u2019m growing.\u201d&nbsp;<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"is-layout-flex wp-container-6 wp-block-columns\">\n<div class=\"is-layout-flow wp-block-column\">\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" loading=\"lazy\" width=\"960\" height=\"720\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-960x720.jpeg\" alt=\"\" class=\"wp-image-34479\" srcset=\"https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-960x720.jpeg 960w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-540x405.jpeg 540w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-200x150.jpeg 200w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-1536x1152.jpeg 1536w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-720x540.jpeg 720w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-1440x1080.jpeg 1440w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial-480x360.jpeg 480w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH_Testimonial.jpeg 1600w\" sizes=\"(max-width: 960px) 100vw, 960px\" \/><\/figure>\n<\/div>\n\n\n\n<div class=\"is-layout-flow wp-block-column\">\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" loading=\"lazy\" width=\"960\" height=\"720\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg-960x720.jpeg\" alt=\"\" class=\"wp-image-34482\" srcset=\"https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg-960x720.jpeg 960w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg-540x405.jpeg 540w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg-200x150.jpeg 200w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg-720x540.jpeg 720w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg-1440x1080.jpeg 1440w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg-480x360.jpeg 480w, https:\/\/perpetos.com\/wp-content\/uploads\/2025\/10\/TVH-Johannesburg.jpeg 1478w\" sizes=\"(max-width: 960px) 100vw, 960px\" \/><\/figure>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"has-text-color\" style=\"color:#152841\">Perpetos as a co-pilot&nbsp;<\/h2>\n\n\n\n<p>TVH didn\u2019t just bring in a trainer, they gained a partner. Perpetos acted as a co-pilot, working closely with sales leadership and teams to ensure lasting impact. Their strong connection to sales practice and commercial reality helped them align training content with the day-to-day challenges of the job.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote has-black-color has-text-color\">\n<p>What made Perpetos stand out is how close they are to real sales practice. They understand the day-to-day challenges. And they know how to bridge the gap between knowledge and behavior. <\/p>\n<cite>says <strong>Somers<\/strong><\/cite><\/blockquote>\n\n\n\n<p>They didn\u2019t just deliver a program. They stayed involved, helping salespeople apply what they learned in conversations, feedback moments, and structured coaching. Managers were trained through a coach-the-coach track, making sure the momentum would continue internally. The program&nbsp; also fits into a broader Commercial Excellence roadmap at TVH, positioning Perpetos not just as a vendor, but as a long-term capability partner.&nbsp;&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-vimeo wp-block-embed-vimeo wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Lieven Somers - Co-pilots make the difference\" src=\"https:\/\/player.vimeo.com\/video\/1127070390?dnt=1&amp;app_id=122963\" width=\"1440\" height=\"810\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<div style=\"height:49px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>As a global leader in parts and accessories for material handling and industrial equipment, TVH continuously adapts to a fast-evolving sales environment. The shift toward more digital, independent buying behavior among customers demanded a new, more proactive sales approach, especially for the company\u2019s inside sales teams. <\/p>\n","protected":false},"author":112,"featured_media":34486,"menu_order":0,"template":"","format":"standard","meta":[],"categories":[7,4],"tags":[],"department":[509],"media":[539],"topic":[514,522],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>TVH empowers sales team with value-selling capabilities through Perpetos\u2019 Workshops &amp; Messaging Toolkit\u00a0 - Perpetos<\/title>\n<meta name=\"robots\" content=\"noindex, follow\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"TVH empowers sales team with value-selling capabilities through Perpetos\u2019 Workshops &amp; Messaging Toolkit\u00a0 - Perpetos\" \/>\n<meta property=\"og:description\" content=\"As a global leader in parts and accessories for material handling and industrial equipment, TVH continuously adapts to a fast-evolving sales environment. 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