5. Step 1:
Understand the success factors of your customer
Alertness & change
• current competition & growth
• current cultural, political and
social landscape
R&D Innovation
• develop new “cash cow”
• Develop new solution for
tomorrow’s needs
Trend analysis
• their world of tomorrow
Business
transformation
• anticipation to future landscape,
competitive readiness and
needs
“Any company that stands “still” will fade away and disappear in the market.”
7. Step 3: Define your Sales Talent/DNA ?
Bold
Leader
Energize
Motivate
Support
Connect
Pitbull sales
+ Open doors, no fear
- no customer relation, go solo
Hunter Sales
+ strong in finding & winning new customers
- lose energy in long term customer relationships
Elite Sales
+ strong in winning new, strategic, large & complex deals, patience, solution & people minded
- lose interest in a “static "work environment
Consulting Sales
+ strong in selling knowledge & experience, like long-term relationships
- closing the deal is not their strongest skill
Farmer Sales
+ very good at growing business with existing relationships (B2B), people minded
- closing the deal is not their strongest skill
Lobbyist Sales
+ Best networking businessman – perfect for introductions at high level, people minded
- starting or closing the deal is not their strength
8. Step 4:
What are the new sales skills?
Product Sales
Pros & cons of your product vs
competition
Price battles
Sales teams split per
geographical area
Solution Sales
Customer Centricity on a project
Needs and pain on a project
Sales teams split per industry
and market
Transformational Sales
Customer Centricity on
transformation of the total business
Involving people skills, business insights
and trend analysis
Sustainability offering &
energizing the people
Sales teams split per
transformation stage
9. Step 5: Adapt your sales skills & Sales DNA with the success and transformation stage
of your customer
Customer in pain but has a strategy
Customer in success but only for today
Customer in pain but has no strategy
Customer in transformation
Sales as motivator and energizer
Sales as “eye-opener” and supporter
Sales as leadership and energizer
Sales as motivator and energizer
10. Organise your Sales team to the new enterprise business
Transformation
stages @ the
customer
Pain, Need,
Innovation,
Transformation,
changes, KPI….
Segment & market
changes
Cultural, political
and social impacts
Transformation
stage
Sales
DNA,
Sales skills
Talent (born)
Type of Sales
person (shift over
years)
Knowledge
(learned)
Intellect (IQ, EQ,
AQ, Competence,
interests,…)
Experience
(success &
failure)
11. The new way of Selling
Understand your customer
not as project but as a transforming
business
Understand your own Sales DNA
& learn new skills
Build the perfect Sales team based
upon the customer’s
transformation stage
customer & people centricity