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Salespeople embracing it all

Nikolaus Kimla, Sales Conference in Denver
by

Niki Kimla

on 24 July 2013

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Transcript of Salespeople embracing it all

Nikolaus Kimla
SALESPEOPLE EMBRACING IT ALL
Your Takeaways!
Mountain climber
Renaissance of Sales
Cutting Edge Secrets
New Discoveries
Habits you can change
Insights for Sales
"Compare to finance, manufacturing, or marketing, the discipline of sales is still in its infancy. So when the information technology eventually came to the sales force, there was relatively little to automate."

Jason Jordan, Partner with Vantage Point Performance
Hands full of Stuff!
Training,
Teaming,
Timing
Training
No Limitations
Always Practice
New Techniques
Teaming
Power Couple
Skills set
Tool set
Timing
Buyer's Cycle
Fast Contact
Slow Closing
"Deep inside a thick semi-annual report from the Occupational Employment Statistics program of the U.S. Bureau of Labor Statistics lurks a surprising, and surprisingly significant, piece of data: One out of every
nine
American workers works in sales. Each day more than
fivteen
million people earn their keep by trying to convince someone else to make a purchase.“

Daniel H. Pink
Decade of Sales
From Seller’s Market to Buyer’s Market
The Right Kind of Support
Appreciation for Sales Managers
Challenge
My name is
Nikolaus Kimla
and I'm an Entrepreneur & CEO of Pipeliner
I've figured out an Eye
for the Patterns
for
Success

and

Failure
And there are at least THREE THINGS that Salespeople are Embracing to be successful.
You won't find them in traditional settings
I want to share them with you
1. Insight
I think this is about facts!
I think this is about feelings!
I think this is about data!
Different
perspectives
Austrian School of Economics
Only Economic School that assigns
Entrepreneurship
a pivotal role in economic development.
The “Austrians”, emphasize the importance of individuals and their
individual preferences
for economic processes.

An entrepreneur’s task is to
create knowledge
and seek out opportunities for profits—in other words, to utilize the advantages that come from
information.

3. Self Responsibility

2. Actions

Tip
underneath are the concepts and ideas
The Iceberg is all our problem
Anthropocentric maxim.

"No economic phenomenon, which did not find their starting point and their measure in the economic man and economic considerations in its last line"
(Carl Menger 1886)
Homo oeconomicus
... small
Salespeople today are nothing other than
“entrepreneurs in the enterprise.”
The Goal is:
Fulfill
needs &
Solve
problems
"Acting is conscious behavior. We can also say:
Acting
is
will
that translates into the fact and work ..."

Ludwig von Mises
(1881-1973)
Actions help you discover
where
you want to

go

and
how
to get there.
Whatever the situation might be, Actions
generate useful lessons to learn.
Taking a
risk
while
protecting
the existing business is at the crux of every
decision
a businessman (Salesman) makes.
From
Solution
Sales to
Insight
Sales
Market
Trial
Buyer
Some
Many
Few
potential
Web Visitor
(cc) photo by twicepix on Flickr
(cc) photo by tudor on Flickr
Actions I make
Responsibility
Problem
(cc) photo by medhead on Flickr
“Trust is not based on certain emotional states. It is a consequence of consistent behavior, reliability, and perhaps what is commonly referred to as personal integrity. A big word indeed, but what it ultimately says is something simple, and something any manager is able to do: Meaning what you say,
walking the talk
, and sticking to your promises. ......Character or, more precisely,
integrity of character
is perhaps more important than everything we have discusses so far."

Fredmund Malik
Relationships - Responsibility
If you are looking for opportunities
You are looking for a person!
Sum it up

upS

Cutting Edge Secret
s
Prezi
New Discoveries
Austrian's School
Habits you can change
Use it or Loose it

To get more insight
Read
my
Book
and bring
more success to your
Sales Activities.

www.nikolauskimla.com
www.pipelinersales.com
Thank you!

2 Mil. Downloads
Visual Tool
Easy to Use
Wings to fly
www.pipelinersales.com
A term that describes the
rational

human
being assumed by economists, explaining & verifying theories and models, characterized by the infinite ability to make
rational decisions.
Subjective Theory of Value
SALESPEOPLE EMBRACING IT ALL
Nikolaus Kimla
Full transcript