The business environment is changing and with that the sales profession is adapting. Here´s my view on sales for 2014. Don´t hesitate to contact me to discuss this in more specifics for your organization.
2. Sales models in time
1890
The producer Collector split
1920-1925
1975-1985
Psychology of
selling – selling
techniques
Consultative
selling models
2014
….
source; neal rackham
3. Companies don´t buy, people do
A clear business value is the basis for discussion
but not enough to make the sale.
http://www.marketingcharts.com/wp/traditional/b2b-buyers-rely-heavily-on-personal-value-considerations-37036/
4. Sales 2013
- Being able to build a strong relationship with each
individual in the buying center is a must. But more and
more not enough to make the sale!
- Professional procurement departments are streamlining
purchasing decisions.
- Many account managers could get away with product push
in the past and have not developed themselves.
- Many products and services have become commodities
and therefore margins are under pressure.
6. Base offering vs added value
- ability to built personal
relationships
- uncovering unrecognized
problems&issues
- relevant and up to date
info on the industry and
competition
- offering vision and
creative ideas
- positive reference for
the customer
- changing customers
strategic direction
´failure to follow up on promises, keep clients waiting, don´t
have enough preparation but also hard-sell ´ are all
dissatisfiers in the relationship
source; neal rackham
7. Effective sales 2014
• Align your business with your clients need
• Choose your strength and don´t get stuck in the middle
• Practice what you preach externally and internally
• Add value to the bottom line of your customer
• Challenge your client and become a real business partner!
2014-…
Challenger Sales?!
8. Challenge me!
If you are interested to discuss your sales strategy 2014 with
me, just drop me an email with your details. I look forward
working with you.
Marco Hoekstra
marco@pearl-laren.com
+31 622249101