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Sales without hunters? Why should companies jeopardize their future NOW?

ProduktionNRW
Experience Exchange (open to participate)
Digital format

placesAvailable

Kostenlose Veranstaltung

Successful mechanical engineering sales today require more "hunters" and fewer "farmers" in order to acquire lucrative new customers, identify new markets and develop potential business opportunities.

placesAvailable

Kostenlose Veranstaltung

Ср. 17.09.25

10:00 - 11:30 Uhr

Veranstaltungssprache

German

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The mechanical engineering market is at a turning point - but many sales departments may not even have realised this yet. In mechanical and plant engineering, it is becoming increasingly clear that "hunters" are needed to take sales out of their comfort zone and actively capture market share. However, the reality shows a gap: While 68% of managers call for "hunters", just 38% are in use. The majority of sales teams still act as "farmers" - reactive instead of proactive.

In a dynamic market characterised by cut-throat competition, this is a dangerous attitude. Remaining in the comfort zone not only costs market share, but also slows down growth. Now is the time to reorganise sales, promote a hunter mentality and tap into new potential. Those who seize this opportunity can even turn the shortage of skilled labour into a competitive advantage. It's time to end the slumber and open the hunting season in sales.

Registration deadline: 14.09.2025
Moderation: Walter-Heinrich Neumann

Participation in the event is free of charge.

The event takes place via Microsoft Teams. The event language is German.
Registrations will be considered in the order in which they are received. A few days before the event, registered participants will receive a confirmation of participation as well as the MS Teams link for participation. If you are unable to attend despite having registered, please send us a short message.

Organizer

The event is organised by ProduktionNRW. ProduktionNRW is the cluster of mechanical engineering and production technology in North Rhine-Westphalia and is organised by VDMA NRW. ProduktionNRW sees itself as a platform for networking, informing and marketing companies, institutions and networks with each other and along the value chain. Significant parts of the services provided by ProduktionNRW are subsidised by the Ministry of Economic Affairs, Industry, Climate Protection and Energy of the State of North Rhine-Westphalia.

Ср. 17.09.25

1. Welcome and introduction to the topic

Walter Heinrich Neumann, VDMA/ Produktion.NRW

2. "Hunters can be recognized by their green skirts(?)" - How to recognize the "right" people for the upcoming tasks in sales

- Understanding the power of emotions and the unconscious - especially in B2B sales.
- Why rationality is not the opposite of emotionality.
- People have to ‘fit’: to the job, to the superior, to the team and to the company.
- Gut decisions" are good if they are objectively comprehensible.
- What the ‘Limbic Types’ reveal about successful sales personalities.

Bernd Werner, Brand & Marketing Director, Gruppe Nymphenburg Consult AG

3. Status quo: Why sales managers urgently need "hunters", but usually only "farmers" are available

- Which sales personalities currently dominate in companies?
- The risks of the comfort zone: working from home, generational change and the consequences for sales success.
- How well can you develop "farmers" into "hunters" and promote a "hunter" culture?
- Solutions for the skills shortage - recruiting hunters in a targeted manner.
- Why traditional recruiting methods are no longer enough.
- How companies find and retain the best "hunters" for sales.
- New approaches to discovering intrinsically motivated candidates.
- Practical examples of successful recruitment strategies in mechanical and plant engineering

Ulrich Kosanke, Senior Recruiting Expert, SRD Syscon GmbH
Lars Zimmermann, Sales/SmartCoach at kommunikationsoptimierer.de