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Technology and Telecommunication

Elisa Eesti’s Business Sales Teams: A Journey Toward Confident and High-Performing Sales

Elisa Eesti is one of Estonia’s leading digital service providers, offering a wide range of communication, entertainment and digital solutions for both private and business customers. The company places strong emphasis on customer experience, accountability, achieving results and continuous development — in both technology and people.

Aeternum’s partnership with Elisa focuses on developing sales teams and fostering a conscious communication culture. Together, we work on building value-driven, trust-based customer relationships that make sales feel natural, confident and effective.

Training Themes

  • “How to Achieve More Effective Sales and Long-Term Customer Relationships?”
  • “How Can Leaders Support Their Sales Teams?”

Objective

To strengthen the professionalism and proactivity of sales teams and to develop team leaders’ management skills in order to drive growth within the business customer division.

Outcomes

  • Participants understand how to build a customer-centred, value-driven sales process.
  • They know how to manage client relationships consciously and purposefully.
  • Teams apply proactive sales behaviour in their day-to-day work.
  • Participants adapt their sales approach to suit different customers and situations.
  • Leaders support their teams more intentionally and actively develop a collaborative culture.
  • Teams maintain clear focus on shared and agreed-upon goals.

Tools and Methods Used

  • Leadership roundtables for planning development activities
  • Sales audit based on interviews, call analyses and observations
  • 2+1-day sales training with practical assignments
  • Group coaching (co-vision) for team leaders
  • Final analysis and summary session with leadership

Feedback

“The training provided a lot of practical knowledge I can apply immediately in my work with clients. It helped me better understand how to persuade people and develop my communication skills. A very useful and motivating day!”

“The learning materials and discussions were extremely helpful. A very effective method was asking the customer to summarise what they understood — it ensures both sides are on the same page.”

“I learned which techniques to use when communicating with clients: speaking on behalf of the company, leaving space, listening carefully, repeating the key information.”

“I now understand how to communicate more effectively with clients and how to influence them constructively. I learned to listen, ask questions and speak in a way that helps the client feel comfortable. I also got great tips for selling and handling difficult situations.”

“The visualisation and note-taking made it easier to understand and remember the key points.”

“The training provided a lot of practical knowledge I can apply immediately in my work with clients. It helped me better understand how to persuade people and develop my communication skills. A very useful and motivating day!”

“The learning materials and discussions were extremely helpful. A very effective method was asking the customer to summarise what they understood — it ensures both sides are on the same page.”

“I learned which techniques to use when communicating with clients: speaking on behalf of the company, leaving space, listening carefully, repeating the key information.”

“I now understand how to communicate more effectively with clients and how to influence them constructively. I learned to listen, ask questions and speak in a way that helps the client feel comfortable. I also got great tips for selling and handling difficult situations.”

“The visualisation and note-taking made it easier to understand and remember the key points.”

Get in touch and we'll work together to create a solution that supports the development of your organisation.

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