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Ton Verleg Sales Directors meeting June 2013

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Ton Verleg

on 19 December 2014

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Transcript of Ton Verleg Sales Directors meeting June 2013

2012 Grow Market Share
2013
Margin Acceleration
sales activities
Sell Value, Not Price
Small Customer Band Growth
Our products become more and more commodities
Great People, Great Service
Competitive Rates
Make Your Customers and Prospects More Successful
superb execution of sales processes
with a sniff of entrepeneurship
Processes
Priorities
Structure
T
G
R
O
W
Shipment trends
Revenue trends
Key message =
1st objective of call
Visibility on future pipeline
Other options
asking for opportunities
Customer care =
E-Billing
E-Shipping
Data Quality in COMET
Selling Tips
TEST
Sell Value, Not price
Outstanding OPS performance
differentiate
at the customer
be creative in helping your customers / prospects being:

more flexible
more agile
more cost efficient
more competitive
India
To make a difference, what would you say & why?

Sales
Fundamentals
Sales
Processes
Margin Acceleration

How to FOCUS?
9 Levers
53 KPIs
-A lot of green, yellow & red
- Rankings?
How many of us are still standing?
..and we are the leaders of the front-line!
FTB Telesales
Telesales
margin acceleration
Coach the sales behaviours
- Sales
1. Customers not STP --> action
- Cross Functional Focus
2. At the customer interaction --> sell value, not price needs to be part of the sales process
Manage
Telesales
sales process
Add Value = Helping Customers Being More Successful
BEFORE...any proposal on the table !
Results
To be in
a position
to add value

when talking
to
customers &
prospects

you need
to know a lot !
Full transcript