Yesterday was the final day of the B2B sales training at Hyosung Information Systems.
In the feedback after the training, one person said, "This was the clearest and most practical of all the B2B sales training I have ever attended."
After years of working as an instructor,
you tend to grow a little numb to feedback, but this time it honestly felt great.
During the training I mentioned IBM and a famous advertising line from the 1960s.
"Nobody ever got fired for buying IBM" — in other words, no one lost their job for choosing IBM.
When I said this, the participants laughed and said, "Huh... that’s exactly how we sell, too."
In the practice session, we split into teams for Kakao Mobility, Lotte Global Logistics, Seoul National University Bundang Hospital, and SK hynix, and each team designed a value proposition.
The hospital team’s story was especially memorable.
They explained that large hospitals require even the head of the IT department to be a doctor, so a proposal packed with technical jargon won’t work.
The point: if you don’t know who your customer is and what they understand, you don’t have a value proposition, just a spec sheet.
Another participant said, "While I was being trained
When I looked back, I realized I had become an old-school boss without noticing,” they said, and that remark keeps coming back to me too.
The takeaway seemed to be that pushing a one-sided pitch without considering the customer’s point of view ends up feeling old-school and top-down.
Training continues today and tomorrow
