Where Psychology
Meets Martial Arts Mastery
The science and philosophy behind Sales Kung Fu 销售功夫
Founding Story
The Sales Kung Fu 销售功夫 methodology originated from a simple question: What do consistently high-performing salespeople do differently from everyone else?
Andreas told Frank how sales communication has reached new levels with some sellers in the world's leading B2B sales organizations. This gave rise to Sales Kung Fu 销售功夫: a method that relies not only on knowledge but also on trained intuition and situational impact — inspired by the principles of Far Eastern mastery — applied to modern leadership and sales situations.
Frank's background in cybernetic psychology, leadership coaching, and martial arts provided the framework for systematic skill development, while Andreas's sales expertise and connection to Challenger Sales revealed the behavioral patterns that set star performers apart.
The Star Performer Analysis
Our methodology comes from studying the behavioral patterns of consistently high-performing salespeople. Unlike occasional top performers who succeed in specific situations, star performers can adapt to different customer types and excel in all phases of the sales cycle.
Making Art Learnable
What others consider "natural sales talent" or "art" can actually be broken down into learnable patterns and systematic responses. Sales Kung Fu 销售功夫 makes the unconscious conscious, allowing anyone to develop these capabilities through deliberate practice.
Core Principles from Kung Fu
It is not about knowledge, but about embodiment - Not about theories, but about reflexes - Not about arguments, but about impact - Repetition shapes intuition - Techniques require precision - Timing is everything - Mastery comes through practice, not knowledge.
Meet the founders
A unique combination of psychological expertise and martial arts mastery, creating an unprecedented approach to sales impact.
Andreas Fauler
Andreas has +25 years of experience in Enterprise Sales. During his first 20 years of sales, he was working for some of the most successful enterprise software and cloud companies, including IBM, Novell, SuccessFactors, SAP, Arago, and Celonis.
For about 5 years, he has been an independent Sales Advisor to enterprise software and cloud Start-Ups and Scale-Ups mainly in the Data and AI space.
From 2011 to 2018, he was a member of the CEB Sales Leadership Council, which did the initial research and invented Challenger Sales, the leading sales methodology for innovative and disruptive technologies.
From 2010 to 2013, he was a member of the Holden International Fox Advisory Network, which advanced Power Base Selling, the leading sales methodology for competitive sales situations.
Since the early days of his career, Andreas has leveraged Category Design. He was certified as a Category Pirate in 2024 within the first batch of the Category Pirates Academy, incepted by Christopher Lochead and Eddie Yon.
Andreas was meeting his quota in 90% of all full fiscal years at eight different companies and was able to close many of the biggest deals and create lighthouse references for all of those organizations.
Andreas' specialty is advising Start-Ups and Scale-Ups to win large deals from the start and to engage with the most desirable customers through co-innovation partnerships.
Quote: "If you can believe it, you can achieve it!"
Frank Kuhnecke
Dr Frank Kuhnecke holds a doctorate in psychology with a focus on applied and cybernetic psychology. After several years of teaching at university, he founded one of the first management consultancies in the German-speaking world to systematically research and design feedback culture and communication in organisations.
As a pioneer, he and his team introduced 360° feedback systems and change-effective employee surveys – always with the focus on dialogue as the starting point for change.
From feedback to leadership: Countless transformation processes revealed a recurring pattern: organisations often know what needs to be done, but they lack communicative excellence. The logical consequence was the development of specific training courses for leadership and leadership communication.
However, as traditional formats often failed to achieve a lasting effect, Dr. Kuhnecke founded an institute for training coaches, short-term therapists and change facilitators – with the aim of educating people who can really make a difference in organisations.
This was followed by the co-founding of alstracon, an organisational consultancy that he developed together with the former Head of Human Resources for Europe at Microsoft. The focus: holistic transformation support and targeted performance improvement – beyond standard solutions.
Dr. Kuhnecke has been practising traditional martial arts for over 45 years. After exploring many different styles, his path led him to Sifu Lo Man Kam, the nephew of Yip Man – Bruce Lee's legendary teacher – over 30 years ago. As a personal student, he was introduced to the philosophy and teaching methods of the classic kung fu style.
What continues to shape him today is the clarity of this training culture: - It is not about knowledge, but about embodiment. - Not about theories, but about reflexes. - It's not about arguments, but about impact.
These principles flow directly into the methodology of Sales Kung Fu – and into every training course he designs.
Quote: "In Kung Fu, there is no if, no when, no perhaps. There is only your intuition and your reaction that you are able to show." – Sifu Lo Man Kam