Seeking a pragmatic approach When you’re selling a product, the natural tendency is to talk about the product features. It was evident to Kamstrup’s leadership team that the sales conversation centered around the technical benefits of water meters rather than the progress for utilities. Staying true to its mission, “Progress for Others,” meant adopting a consultative selling model, one focused on the customer’s perspective. Kamstrup decided to look for a sales methodology that was scalable, logical, and practical. • SCALABLE: Whether speaking with a utility that had two employees or millions of metering points, the methodology had to apply. • LOGICAL: All customer-facing team members had to quickly understand and adopt it. • PRACTICAL: Instead of training that made peopl

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