discover and connect your talent and passion
TRANSCRIPT
The new way of SellingAdaptyourSALESDNAtothetransformationoftheenterprisebusiness
TapasCityTALENTANDPASSIONARETHEWINGSTOFLYTOSUCCESS
MarcDebisschop•CEO&CoachforBusiness
SandraJanssens•SalesCoachandSalesTrainer
Katrien DeSchrijver•CoordinatorOperation
Othercoaches•Business•Education
“Thereareonly2typesofpeople:thosewhoarebornwithsalestalentandandthosewhohatesales.
Onlythenaturallytalented canbecomeasuccessfulsalesperson.”
The salesman …
S.Janssens – CEOORGENTA
“Thekeyofbeingasuccessfulsalespersonistouseyourownpassion toenergize yourcustomerintheirbusinesstransformation.”
The new customer centricity …
S.Janssens – CEOORGENTA
Step 1: Understand the success factors of your customer
Alertness&change• currentcompetition&growth
• currentcultural,politicalandsociallandscape
R&DInnovation• developnew“cashcow”• Developnewsolutionfor
tomorrow’sneeds
Trendanalysis• their worldoftomorrow
Businesstransformation
• anticipationtofuturelandscape,competitivereadinessand
needs
“Anycompanythatstands“still”willfadeawayanddisappearinthemarket.”
Step2:Detectthestagesofyourcustomerintheirbusinesstransformation
Weare“theNo.1”
Successfultoday,ofteninthepeakoftheHype-cycle
Somethinghappenedoutthere,andithitus…hard,sounfair!
Marketand/orcompetitionchangedrapidly
Wesufferedsomesetbacks,wewillcomeback…
Significantnegativegrowthorlostlargermarketshare,butastrongcompany
Weknowwhattodotoremainsuccessful,wehaveaplan!
Theylearnedfromtheirsuccessesandfailures,theyareawake&transforming
Step 3: Define your Sales Talent/DNA ?
Bold
Leader
Energize
Motivate
Support
Connect
Pitbullsales+Opendoors,nofear- nocustomerrelation,gosolo
HunterSales+stronginfinding&winningnewcustomers- loseenergyinlongtermcustomerrelationships
EliteSales+stronginwinningnew,strategic,large&complexdeals, patience,solution&peopleminded- loseinterestina“static"workenvironment
ConsultingSales+stronginsellingknowledge&experience,likelong-termrelationships- closingthedealisnottheirstrongestskill
FarmerSales+verygoodatgrowingbusinesswithexistingrelationships(B2B),peopleminded- closingthedealisnottheirstrongestskill
LobbyistSales+Bestnetworkingbusinessman– perfectforintroductionsathighlevel,peopleminded- startingorclosingthedealisnottheirstrength
Step 4:
What are the new sales skills?
ProductSalesPros&consofyourproductvs
competition
Pricebattles
Salesteamssplitpergeographicalarea
SolutionSalesCustomerCentricityonaproject
Needsandpainonaproject
Salesteamssplitperindustryandmarket
TransformationalSalesCustomerCentricityon
transformationofthetotal business
Involvingpeopleskills,businessinsightsandtrendanalysis
Sustainabilityoffering&energizingthepeople
Salesteamssplitpertransformationstage
Step 5: Adapt your sales skills & Sales DNA with the success and transformation stage of your customer
Customerinpainbuthasastrategy
Customerinsuccessbutonlyfortoday
Customerinpainbuthasnostrategy
Customerintransformation
Salesasmotivatorandenergizer
Salesas“eye-opener”andsupporter
Salesasleadershipandenergizer
Salesasmotivatorandenergizer
Organise your Sales team to the new enterprise business
Transformationstages@thecustomer
Pain,Need,Innovation,
Transformation,changes,KPI….
Segment&marketchanges
Cultural,politicalandsocialimpacts
Transformationstage
SalesDNA,
Salesskills
Talent(born)
TypeofSalesperson(shiftover
years)
Knowledge(learned)
Intellect(IQ,EQ,AQ,Competence,
interests,…)
Experience(success&failure)
The new way of Selling
Understandyourcustomernotasprojectbutasatransforming
business
UnderstandyourownSalesDNA&learnnewskills
BuildtheperfectSalesteambaseduponthecustomer’stransformationstage
customer&peoplecentricity
