Presentation of Katrien De Schrijver at the third edition of The Sales Summit, February 23rd 2017, Brussels

1. The new way of Selling
Adapt your SALES DNA to the transformation of the enterprise business

2. TapasCity
TALENT AND PASSION ARE THE WINGS TO FLY TO SUCCESS
Marc Debisschop
•CEO & Coach for
Business
Sandra Janssens
•Sales Coach and Sales
Trainer
Katrien De Schrijver
•Coordinator Operation
Other coaches
•Business
•Education

3. “There are only 2 types of people:
those who are born with sales talent and
and those who hate sales.
Only the naturally talented can become a
successful salesperson.”
The salesman …
S. Janssens – CEO ORGENTA

4. “The key of being a successful
salesperson is to use your own
passion to energize your customer
in their business transformation.”
The new customer centricity …
S. Janssens – CEO ORGENTA

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.”

6. Step 2: Detect the stages of your customer in their
business transformation
We are “the No. 1”
Successful today, often
in the peak of the
Hype-cycle
Something happened
out there, and it hit
us…hard, so unfair!
Market and/or
competition changed
rapidly
We suffered some
setbacks, we will come
back …
Significant negative
growth or lost larger
market share, but a
strong company
We know what to do
to remain successful,
we have a plan!
They learned from
their successes and
failures, they are
awake & transforming

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

12. Questions & Thank you
More information
www.tapascity.com
info@tapascity.com