Selling a connected machine is not the same as selling a machine. It requires a different approach, a different language, and a different mindset. Yet, very few sales and service teams in machine-building companies have ever been trained to do it.
This is exactly where the 40Rocket Sales Masterclass comes from: a hands-on training and discussion session designed for those who, every day, need to sell not just a product, but everything around it.
The first edition took place on March 31 at the MADE Competence Center in Milan, where we are a partner. In the room were sales and service teams from several machine-building companies. On the agenda: real case studies and working sessions focused on concrete topics such as handling objections, building an effective sales pitch, and approaching conversations around servitization and digital transformation with customers.
But there was one moment during the day that gave a different weight to everything else.
Beko Europe and Bernucci, representing the end user perspective, took the floor in front of the OEMs in the room. Not to deliver training, but to share first-hand what it really means, from their point of view, when a machine builder proposes a digital solution to its final customer. How the relationship changes. What the buyer gains and what the seller gains. How a simple supply evolves into a true data-driven strategic partnership.
