Sales Essentials: building commercial excellence together
Sales Essentials Program
As part of the broader Commercial Excellence Program, the IPCOM Academy is launching the Sales Development Journey, a comprehensive training initiative for all ISOPARTNER commercial teams led by Klaus Peerenboom, Commercial Excellence Director. At the core of this journey is the Sales Essentials Program, which serves as the foundational stepping stone before progressing to more advanced modules such as negotiation techniques, pricing strategies, e-commerce training, and many other development tracks to follow.
This hybrid learning program—combining e‑learning with live, classroom‑based training—is designed to strengthen commercial excellence across all ISOPARTNER teams and build a future‑proof, highly skilled sales organization.
The journey was officially kicked off in January with the first in‑person Sales Essentials Training for the ISOPARTNER sales team in Finland. The session focused on the core elements of an effective sales conversation—from solid preparation to confidently closing a deal. A key highlight was the use of role‑playing exercises, giving participants the chance to practice real customer scenarios, try out different approaches, and strengthen their communication skills. This hands‑on method ensures the team not only learns new techniques but truly internalizes them.
In short, it was a positive experience that offered fresh insights. Or, in the words of Antti Keskinen, Sales and Procurement Director at ISOPARTNER Finland: “Practicing real conversations, both by doing and observing, made the training extremely impactful. Stepping into the role play pushed me out of my comfort zone, while observing others turned out to be surprisingly insightful.”
Showcasing young talent at AustrianSkills 2025
ISOPARTNER Austria contributed to AustrianSkills 2025 by providing high-quality insulation and technical materials to support hundreds of young professionals demonstrating their skills. Products supplied included Austroflex glass wool lamella mats, Austroflex rock wool pipe shells, Kaiflex hoses and sheets, aluminum sheet metal blanks, screws and rivets, and coarse-grained aluminum. By supporting young skilled workers, ISOPARTNER Austria reinforces its commitment to promoting professional development and practical expertise within the industry.
Advancing expertise across the DACH Region
Teams from ISOPARTNER Austria, Germany, and Switzerland came together in Munich for joint professional training in the DACH region. The session focused on insulation theory and heat-loss calculations using TIPCHECK software, guided by expert Andreas Guertler from EiiF. Participants deepened their technical knowledge, exchanged insights, and strengthened cross-border collaboration. The training reflects ISOPARTNER's ongoing investment in its teams to ensure the highest level of expertise and advisory quality for clients.
