Xiaogang Group has allocated dedicated training funds and officially launched the “Marketing Elite Development Program.” They have invited a team of experts from Tiancheng Consulting, a renowned domestic sales training institution, to conduct a three-month systematic sales skills enhancement training program. This training covers all personnel in the group’s domestic and international sales systems, aiming to create an industry-leading marketing team with an international perspective and professional expertise. High-End Customization: In-Depth Courses Tailored to the Industry
After in-depth research into the characteristics of the construction machinery industry, the Tiancheng Consulting expert team has customized a training program:
Large Account Strategic Sales Workshop (targeting leading clients in mining, infrastructure, etc.)
International Business Negotiation Simulation (covering scenarios in 15 major export countries)
Solution-Based Sales Training (from selling equipment to providing construction solutions)
Digital Marketing Tool Application (big data customer mining and precision marketing)
Practical Exercises: Simulating Real Business Scenarios
The training breaks away from traditional classroom models, creating realistic business scenarios:
“Multi-Million Dollar Order Bidding Simulation” in a simulated bidding room
Cross-border video negotiation role-playing (with simultaneous interpretation)
On-site training at customer factories (analyzing customer production pain points on-site)
Case studies on in-depth value mining from existing customers
Core Breakthroughs: Four Capability Enhancement Systems
Professional Expertise: Requiring sales personnel to master equipment technical parameters and working condition adaptation knowledge
Value Creation Capability: Shifting from price competition to presenting full lifecycle value
Cross-Cultural Business Capability: Cultivating cross-cultural business communication and compliance awareness
Digital Marketing Capability: Learning to use data analysis tools to precisely develop markets
Results Transformation: Establishing a Long-Term Improvement Mechanism
A sales capability system is built concurrently during the training:
Compilation of the “Xiaogang Sales Practical Handbook” (Chinese and English versions)
Establishment of a customer case database (including successful cases worldwide)
Design of a standardized sales toolkit (proposal templates, value calculators, etc.)
Implementation of a “mentorship” program (expert team provides continuous follow-up for 3 months)
High-Level Support: The Chairman’s Full Participation
The Group Chairman participated in training discussions multiple times and emphasized at the opening ceremony: “We need to transform sales from a ‘relationship-based’ approach to a ‘professional consultant’ approach, making every salesperson a trustworthy expert in construction solutions for our customers.”
This training has already shown initial results. Participants recently used the “value presentation method” learned in the training for the first time in a bid for a Southeast Asian project, successfully winning a Thai highway project with an order value 30% higher than similar projects in previous years.
“This training investment was worthwhile!” said the General Manager of the International Business Department. “We not only learned methods, but more importantly, we established a professional sales thinking system.”
Xiaogang Group plans to formalize this training content into an annual training plan and establish a sales capability certification system. In the future, all sales personnel will be required to be certified. Meanwhile, the company is exploring a long-term partnership with Tiancheng Consulting to jointly develop standardized sales training courses for the construction machinery industry.
This significant investment in professional training demonstrates Xiaogang Group’s determination to build core marketing competitiveness and lays a solid talent foundation for achieving its market expansion goals by 2025.
