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.

1. Effective sales 2014
Marco Hoekstra
26 November 2013

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.

5. Mismatch
http://www.mckinsey.com/insights/marketing_sales/how_b2b_companies_talk_past_their_customers

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