Selling in the shark tank: How to outrun the competition in B2B
In this episode of "Einwand:los", we take a deep dive into the reality of the predatory market with B2B expert Marc Goettiger. Find out how you can assert yourself in...
Leave the competition behind you.
With the sales training courses from Lorenz-Seminare.
With our training concept, you create high performers in sales.
Online, in-house and hybrid.
Challenges that we solve for you
I notice that my team often buckles in price negotiations - even though we have good arguments.
If you want to represent prices confidently, you need a strong understanding of your role, clear benefit arguments and a good feel for purchasing tactics.
Suitable training
Leading price negotiations successfully offers intensive negotiation training with a focus on the reality of purchasing – including objection strategies, video analysis and argumentation boost for more confidence.
I have the impression that many discussions are going well - but in the end, the final step towards a deal is missing.
Closing the deal starts with your inner attitude – those who work towards the goal from the outset, use clear language and see objections as opportunities will sell more successfully.
Suitable training
PowerBooster – Closing skills is a compact online format with a big impact: In 2 x 0.5 days, salespeople learn how to lead, inspire and get to yes – including tools for digital meetings.
We are strong with existing customers - but when it comes to new leads, there is often uncertainty or reluctance.
Those who are convincing in the first few minutes – with a clear elevator pitch, clever questions and a strong attitude – are also more likely to win over new customers.
Suitable training
Winning New Customers – Elevator Pitch & Acquisition provides a practical approach to the formula for success for initial contacts, including discussion guidelines, door-opening techniques and practice phases with real feedback – ideal for sales professionals and beginners alike.
Our products stand for the highest quality - but in sales we have so far only delivered average quality.
Expectations are not enough when “MORE” is required. Expert-level training, clear goals and motivating leadership are key.
Suitable training
Success in Sales I to III lays the foundation for this “MORE”. Communication knowledge is combined with practical, rhetorical methods, conversation skills are combined with presentation skills, on site and on the web. Knowledge, a great set of methods and motivation that helps salespeople in B2B make above-average progress.
We have always focused on good products at good prices. Everything else was up to the customer. Now competitors are passing us by.
In B2B business, people do not consume on a whim, but buy according to technical and business needs. B2B customers today rightly expect their suppliers to understand their customers’ market and think ahead.
Suitable training
Solution Selling. Identifying and understanding the customer’s market and business models and embedding your own services in the customer’s value creation. Address and lead decision-making processes/buying centers in a targeted manner. Outline solutions, present them effectively and score points with individual arguments.
I realize that we lose too much time in lead generation - and don't even identify many good contacts.
Clever use of AI not only saves time, but also automatically discovers the best leads – through smart research, enrichment and automated follow-ups.
Suitable training
AI in Sales – Selling more efficiently with artificial intelligence is a practical full-day training course that enables sales teams to integrate tools such as ChatGPT, Clay or Zapier directly into their work processes – with their own mini-projects, hands-on exercises and a clear focus on saving time, automation and better closing rates.
Experienced trainers
Experts with many years of practical experience in their respective fields.
Tailor-made
Training concepts individually tailored to your needs and goals.
Measurable success
Demonstrable improvements through regular performance measurement.
Personally
Continuous support before, during and after training.
Sales training that delivers results.
Individually tailored to your needs.
Trainings
- Success in sales I and II
- Price discussions
- Selling with personality
- New customer acquisition
- AI in sales
Formats
- In-house training on site
- Hybrid training with blended learning
- Online training
- 90-minute knowledge bites
- Coaching
Procedure
- Analysis & goal clarification
- Individual training planning
- Organization of the training days
- Implementation by experienced trainers
- Transfer to everyday life
- Feedback & further development
Design your individual training with us according to your ideas.
Choose the topics, format and scope – we’ll make it happen.
This is what our enthusiastic participants say.
„As always, a great event.“
„Great training! Thanks to Guenter! Very interactive and encouraging approach. I did enjoyed 3 days and all the exercises that we`ve done together in a team. All the best to the trainer in his future projects!“
„Short, concise and to the point. Understandable and comprehensible sentences and explanations. From practice for practice, always on the current market (situation). Always gladly again! “
„I really enjoyed the training. I have both a project management and sales background, so this was very interesting and helpful to me. I am a people person, so I really enjoy learning additional effective ways to successfully communicate with others and win their trust, get them engaged in the process and arrive at a mutually beneficial deal! I especially liked the 7/30/2025 session where we learned how to have a clear agenda and strategy. I have already put these tools to use! From this day forward, I will always remember these important steps: --> Warm up --> Analyze needs, understand interest --> Offer & argumentation --> Positive perspective --> Conclusion / deal This can be put to use in every interaction with others, regardless if it is a sales meeting or just regular day to day interactions with colleagues, internal/external customers, family, friends. It's a game changer! Thank you very much for the great training! 🙂“
„Practice-oriented-1A“
„Very good seminar, to the point and the topic of negotiation and discussion management perfectly dealt with. A MUST for sales people who have negotiations on the agenda.“
DNDW® test
Understand who is sitting opposite you.
And thus develop potential.
In sales talks, we don’t just meet one type of customer. We bring ourselves into play, our personality and behavior. We sell “our way” and develop our own sales style over time. Avoid unpleasant conversations without results. Learn how to approach difficult customers better and align common interests.
Take the free DNDW-Test® and find out more about your salesperson type!
Create space for your strengths.
Start a consultation now!
Request a quote for your individual training now.
We look forward to getting to know you.