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Ton Verleg Sales Directors meeting June 2013
Ton Verlegon 19 December 2014
Transcript of Ton Verleg Sales Directors meeting June 2013
Sell Value, Not Price
Small Customer Band Growth
Our products become more and more commodities
Great People, Great Service
Make Your Customers and Prospects More Successful
superb execution of sales processes
with a sniff of entrepeneurship
Key message =
1st objective of call
Visibility on future pipeline
asking for opportunities
Customer care =
Data Quality in COMET
Sell Value, Not price
Outstanding OPS performance
at the customer
be creative in helping your customers / prospects being:
more cost efficient
To make a difference, what would you say & why?
How to FOCUS?
-A lot of green, yellow & red
How many of us are still standing?
..and we are the leaders of the front-line!
Coach the sales behaviours
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
Add Value = Helping Customers Being More Successful
BEFORE...any proposal on the table !
To be in
to add value
to know a lot !