Vision on effective sales 2014

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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.

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Vision on effective sales 2014

  1. 1. Effective sales 2014 Marco Hoekstra 26 November 2013
  2. 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. 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. 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. 5. Mismatch http://www.mckinsey.com/insights/marketing_sales/how_b2b_companies_talk_past_their_customers
  6. 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. 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. 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

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