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

Questions&ThankyouMoreinformation

www.tapascity.cominfo@tapascity.com