Daniel Goebel · Value Co-Creator
The Value Beyond the Deal
Conscious Value Development for Sales, Business Development and Strategic Partnerships
A customer wants a product, a service or basically a solution.
The conditions are agreed, the contract closed.
But was the real behind the request really discussed?
In more than twenty years of international business development and technical sales, I have seen this many times.
Value Beyond the Deal is how I work with it today. I help organizations understand what a customer is really asking for, and develop value that holds for their own business, for the customer and for the bigger picture around both.
From Value Selling to Conscious Value Development
Value selling, strategic selling and key account methods are useful.
They help teams understand stakeholders, needs and decision processes. In daily business they often end up as forms to fill in, or as preparation for the next argument.
Conscious Value Development keeps these tools and puts one question ahead of them:
What is truly relevant here, for everyone involved and for the bigger picture?
The conversation comes first, and the solution grows from it.
The Win-Win-Win Principle
Win-win is a good start. Today, two wins often leave something out:
A supplier and a customer can both benefit while employees carry the pressure, or while trust and resources wear down.
Win-Win-Win widens the frame to three kinds of value:
-
The first win is value for your own organization.
-
The second win is value for your customer, partner or counterpart.
-
The third win is value for the bigger picture: people, resources, trust and the future.
Seeing all three makes business more complete.
Who I work with
Sales and business development teams, key account managers and leaders in complex B2B environments, often technical or industrial, where several stakeholders decide and customer relationships last for years. If you sense that your customers need more than a well-argued offer, we will have a lot to talk about.
What I offer
Keynotes
Talks for leadership events, sales meetings and customer events.
Typical topics:
-
From Value Selling to Conscious Value Development
-
The Win-Win-Win Principle
-
Business Development Between Worlds
Workshops
Working sessions in which your team applies the approach to its own opportunities, accounts and partnerships.
Typical formats:
-
Win-Win-Win Opportunity Workshop
-
Conscious Value Development for Sales Teams
-
Strategic Partnership Design
Advisory & Sparring
One-on-one support for leaders, founders and business developers.
Typical occasions:
-
Reviewing a strategic opportunity
-
Preparing an important customer conversation
-
Sharpening a value proposition
The Book: Beyond the Deal
From Value Selling to Conscious Value Development
Beyond the Deal starts where many sales methods stop:
Before the pitch, in the conversation that shows what is really needed.
It brings together two decades of international B2B experience, the Win-Win-Win Principle and practical canvases for your own opportunities.
It is written for people who want to win in a way they can stand behind.
Coming soon.
Send me a short note and I will let you know when it is published.
About
I am Daniel Goebel. For more than two decades I worked in international business development, technical sales, service and leadership, in complex industrial B2B environments and close to customers, technology and strategy.
Over the years my focus widened: from selling solutions to understanding systems, and from winning deals to developing value that also serves the future. Today I support people and organizations who want to do the same.
Daniel Goebel
Diploma in industrial engineering
Diploma in value-oriented systemic coaching & consulting (CAS/ISO/ICI)
Let's talk
Tell me what you are working on: a keynote, a workshop, or an opportunity you would like to think through.
A few lines are enough.
Then we can find out together what could come of it for you, your customers and the bigger picture.