Sales: De vaardigheden van de verkoper - Roland Hallebeek (Transparency Lab)

© Transparency Lab 2012 Slide 1 © Transparency Lab 2014 © Transparency Lab 2014

2014

Methodology nominated for the ICT-prize of the

European Community

Do-It-Yourself consulting Online ● Fast ● Actionable ● Predictive Understanding (strategic) sales better!

© Transparency Lab 2014

© Transparency Lab 2012 Slide 2 © Transparency Lab 2014 © Transparency Lab 2014 23

http://www.youtube.com/watch?v=ZUG9qYTJMsI


Sales is a talent and a profession


Sales Is About Passion


Sales is about the voice of the customer


Sales is about value add


Sales is not about playing to play...it is about playing to win!


(Strategic) sales is about creativity and the right plan


Sales is about boldness


It is about leadership..taking control and ownership


Sales is a team effort and not always glamorous!


T = Intimacy*Credibilility Risk

Strategic sales work the ‘Trust Formula’ to build sustainable business


Preperation


Trends in the world of sales people

•  Avg. Sales cycle has increased 22% over past 5 years due to more decision makers being involved (Sirius Decisions);

•  More and more executives prefer digital contact over personal visit (over 60%; Inquiries Online);

•  And therefor 60% of traditional sales process (orientation, research, long list, etc) is now done without direct contact with sales person;

•  Expectation: 2015 over 75%!

•  Active reference and word of mouth decision making beats any ‘brochure’

•  Experience marketing more essential; ‘the soft controls behind the brand’

•  Social (media)dialogue more and more essential!


Market intelligence is key and the challenge is huge!

"   47% of B2B marketers close < 4% of marketing-generated leads

"   60% of the purchasing process (orientation, research, long list) happens without any contact with a (sales) person from the vendor

"   80% of marketing material is never used for sales (Forrester)

"   90% of leads never close


The angle for improvement..content selling!

99% of sales representatives come to GET something

1% of sales representatives come to BRING something

Who do you think stands out?


Sales is about client success


It is about success...Joint Successes!


Thank you, any questions?

Sales: De vaardigheden van de verkoper - Roland Hallebeek (Transparency Lab)

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