Ce diaporama a bien été signalé.
Le téléchargement de votre SlideShare est en cours. ×

Discover and connect your talent and passion

Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Publicité
Prochain SlideShare
How to create Buyer Personas
How to create Buyer Personas
Chargement dans…3
×

Consultez-les par la suite

1 sur 12 Publicité

Plus De Contenu Connexe

Les utilisateurs ont également aimé (20)

Publicité

Similaire à Discover and connect your talent and passion (20)

Plus par Rien van den Bosch (13)

Publicité

Plus récents (20)

Discover and connect your talent and passion

  1. 1. The new way of Selling Adapt your SALES DNA to the transformation of the enterprise business
  2. 2. TapasCity TALENT AND PASSION ARE THE WINGS TO FLY TO SUCCESS Marc Debisschop •CEO & Coach for Business Sandra Janssens •Sales Coach and Sales Trainer Katrien De Schrijver •Coordinator Operation Other coaches •Business •Education
  3. 3. “There are only 2 types of people: those who are born with sales talent and and those who hate sales. Only the naturally talented can become a successful salesperson.” The salesman … S. Janssens – CEO ORGENTA
  4. 4. “The key of being a successful salesperson is to use your own passion to energize your customer in their business transformation.” The new customer centricity … S. Janssens – CEO ORGENTA
  5. 5. Step 1: Understand the success factors of your customer Alertness & change • current competition & growth • current cultural, political and social landscape R&D Innovation • develop new “cash cow” • Develop new solution for tomorrow’s needs Trend analysis • their world of tomorrow Business transformation • anticipation to future landscape, competitive readiness and needs “Any company that stands “still” will fade away and disappear in the market.”
  6. 6. Step 2: Detect the stages of your customer in their business transformation We are “the No. 1” Successful today, often in the peak of the Hype-cycle Something happened out there, and it hit us…hard, so unfair! Market and/or competition changed rapidly We suffered some setbacks, we will come back … Significant negative growth or lost larger market share, but a strong company We know what to do to remain successful, we have a plan! They learned from their successes and failures, they are awake & transforming
  7. 7. Step 3: Define your Sales Talent/DNA ? Bold Leader Energize Motivate Support Connect Pitbull sales + Open doors, no fear - no customer relation, go solo Hunter Sales + strong in finding & winning new customers - lose energy in long term customer relationships Elite Sales + strong in winning new, strategic, large & complex deals, patience, solution & people minded - lose interest in a “static "work environment Consulting Sales + strong in selling knowledge & experience, like long-term relationships - closing the deal is not their strongest skill Farmer Sales + very good at growing business with existing relationships (B2B), people minded - closing the deal is not their strongest skill Lobbyist Sales + Best networking businessman – perfect for introductions at high level, people minded - starting or closing the deal is not their strength
  8. 8. Step 4: What are the new sales skills? Product Sales Pros & cons of your product vs competition Price battles Sales teams split per geographical area Solution Sales Customer Centricity on a project Needs and pain on a project Sales teams split per industry and market Transformational Sales Customer Centricity on transformation of the total business Involving people skills, business insights and trend analysis Sustainability offering & energizing the people Sales teams split per transformation stage
  9. 9. Step 5: Adapt your sales skills & Sales DNA with the success and transformation stage of your customer Customer in pain but has a strategy Customer in success but only for today Customer in pain but has no strategy Customer in transformation Sales as motivator and energizer Sales as “eye-opener” and supporter Sales as leadership and energizer Sales as motivator and energizer
  10. 10. Organise your Sales team to the new enterprise business Transformation stages @ the customer Pain, Need, Innovation, Transformation, changes, KPI…. Segment & market changes Cultural, political and social impacts Transformation stage Sales DNA, Sales skills Talent (born) Type of Sales person (shift over years) Knowledge (learned) Intellect (IQ, EQ, AQ, Competence, interests,…) Experience (success & failure)
  11. 11. The new way of Selling Understand your customer not as project but as a transforming business Understand your own Sales DNA & learn new skills Build the perfect Sales team based upon the customer’s transformation stage customer & people centricity
  12. 12. Questions & Thank you More information www.tapascity.com info@tapascity.com

×