Transformation of a Sales Team

Buyers changed

at internet speed

Sales is now going faster

at internet speed

The Business Model changed

at internet speed

But is your team adopting ?

at internet speed

help me!

From CapEx to Opex

Explaining my

thought process

Conclusion

What we sell changed

at internet speed

Let's level the playing field!

at internet speed

Hosted in cloud

HW & SW is moving into the cloud

Accessed on iPad

We need to Transform Sales

Proposed Plan

n

Passi

My

How to change habits

where is my cloud?

Introduction

at internet speed

The Sales-Pro vs. The Buyer

?

• Provide the right Tools
• Train Social Selling Skills
• Coach on Methodologies
• Provide Training
• and have Fun

The Sales Pro, lacks state-of the art sales tools, needs to tune to a social selling skillset and develop new methodologies as the buyer is looking in different places, and is gaining superior insights.

Training video on this topic can be found at:

http://portal.sliderocket.com/Jacco/social-media-for-sales

Anticipated Impact

Sharing my passion about

With a program that

Start

Impacts the entire Sales Team

Transformation of Salesteams

Case-Study

Trust Triangle Sales

by Jacco van der Kooij

Create formula on how

to turn great employees into Sales Superstars

Improve performance across the board

Account Executives

Provide a career plan to determined hard workers

Case-study

Salesforce of One

Offers a way to unleash

proven competitors

Sales

Managers

Helps to

develop new talent

Territory Manager at JIVE

Chris Powers

Specialty

Selling to CxO's at F500 enterprises. Chris has the ability to understand the purchasing process of the buyer, locate purchasing power and budget.

Educated

Veterans

Tools

Excels in use of the latest in online sales tools such as SlideRocket, JIVE and LinkedIn

Competitive

Athletes

Skills

College

Graduates

What sets him apart is his customer interaction, morphing a Corporate Pitch, Rising to the challenge and clear and concise Story telling.

Consultative sales, provocatively executed.

Methodology

Rookie of the year 2011

at JIVE Networks

Finish

"Jacco vanderKooij showed the drive and determination to become the best athlete he could be. Jacco was the "Inspirational Leader" of our Triathlon Team, being as supportive for the newcomer, to the best athletes. Over the years Jacco was voted by his peers, 2 years in a row, as the Most Inspirational Athlete and was also awarded, 2 years in a row, the coveted "Athlete of the Year".

Through his commitment to excellence Jacco achieved the honor to represent the Netherlands at two World Triathlon Championships. Jacco is a born leader and tireless worker. He would be a sure fit to help any company looking to achieve quality and excellence."

Sales Transformation Program

Pete Kain

Head Coach - Kain Performance Multi-Sport

US Triathlete of the year 2002

1

4

“Over the past year I worked closely with Jacco on a number of projects from developing sales training to sharing the passion for strategic and consultative sales. Based on these interactions it has become very clear to me that Jacco is an exceptional sales leader with an unparalleled level of enthusiasm and energy.

Jacco is one of the few people who is able to extend his enthusiasm to his team with a training/coaching programs that consists of a monthly Book Club, Sales Excellence training, and Story Telling exercises. I was delighted to have him participate in my most recent workshop: "Consulting with the CxO" where he shared his wealth of experience gained in communicating with CxOs from F100 companies."

Tools - Methodology - Training

Tools - Methodology - Skill

SKILLS

TRAINING

Hire the right people and Coach the skills

Dan Adams

Award winning Author and Sales Coach

How to train Superstars?

SKILLS: What are the most effective behaviours?

Focus & Drip! One Skill per week, 8 Weeks per Quarter. 4 Quarters in a Year

The Best and the Rest

During the sales meeting provide a sales training class such as Dan Adams Selling to CxOs

Skip the hot-zones at the beginning and end of each quarter

Ryals and Davies identified seven behaviours of which only 3 were actaully related to sales success. By mapping how sales people relied on each behaviour, they discovered eight types of salespeople. But only three were consistently effective. These 3 made up 37% of the sample. The remaining 63% fell short.

EXAMPLE: Meeting Preparation

SKILLS: What Skills set the Experts apart?

How SuperStars write an outlook invite

Standard Outlook invite

Meeting is written as an executive briefing;

This is how most invites looks like, an invite with a date, time and a vague location.

The Effective Minority

Divide your weekly sales excellence training in 3 programs, skills, tools and methodologies

Challenges with this invite are:

• Provides a Brief Summary, addresses who, what, when, why.
• Immediately sets the tone for the meeting
• Invitation encourages to be forwarded
• The Executive Admin can print into the daily briefing packet and with it create a level of quality you control
• Provides hotlink contact info, easy to dial, e-mail or text you in case of last minute changes

• I have no idea what it is about
• Who are we meeting (title, role etc.)
• What is the objective of the meeting
• Lack of background information
• Meeting does not allow to forward by the customer to c-level without an extensive cover e-mail
• Meeting is hard to transition internally in case of an emergency

Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services

Pro's gets best people in the meeting, and through it get better answers to key questions, helping them to compete at a higher level!

Question: Can this be taught? Does it need practice?

WHAT EXPERTS DO BEST

• Meeting Preparation
• Customer Interaction
• Company Presentation
• Presentation & Rapport
• The Sales Pitch
• Story Telling
• Rising to the Challenge

These are skills that can be taught!

During Sales Excellence training, focus on only one key skills at a time for 60 minutes per week. And do it for 8 weeks per quarter.

2

Methodology - Training - Skill

“Jacco van der Kooij’s professional commitment to making EchoStar and our clients successful has set the standard for customer service and partnership that I now use as the benchmark when working with my other innovation and technology associates.”

TOOLS

Jeff McSchooler

Senior Vice President at Echostar

References

Sales teams should work with the latest & best tools

QUESTION: Does your team use web-based selling tools?

3

Latest in sales tools

Send pre-created customized professional package to a CTO to prepare him for a meeting.

YouTube and Slideshare generate great leads, but you got to put content up!

Latest!

Tools - Training - Skill

CASE-IN POINT:

Explain a visitor what you do in a simple way

as a sales tool

A-synchronous selling pitched create lead-gen and drives traffic to your web-site

EXAMPLE: Turn a Thank You note into a qualifier!

Standard Sales Person

A Standard Sales Person is trained to send a short Thank You note as follows:

Leverage social media through the entire process but above all to re-emphasize success

Hello John,

Thank you for making time today.

We agreed to the following 2 actions;

• ...
• ...

John, I will call you on Friday next week to follow-up

With kind regards,

Standard Sales Person

TOOLS: SlideRocket as a Superstar Tool

A Superstar sends a thank you note but includes a link to a value-add asset.

1

Send TY E-mail

Customer opens Link

2

Automatically sends a text message when client opens the SlideRocket presentation

3

Take action: Call, E-mail, or do nothing

4

You get viewer statistics, client can provide instant feedback

Modify SlideRocket AFTER it is sent, track history

5

and allow you to instantly modify the same asset

Question: Can this be taught? Does it need practice?

http://tinyurl.com/linkedInasatool

opens in new tab

A Superstar turns his LinkedIn profile into a value add SalesTool.

Example of an engaging SalesPitch by SolidLine\Media

METHODOLOGY

and measure!

Create a micro-site using LinkedIn

"Jacco is a star. As President of BT Conferencing I’ve had many ‘sales professionals’ work with my organization but no one as masterfully as Jacco. He’s very bright, always thoughtful and consistently bringing value every step of the way.

It is hard not to be engaged or energized when around Jacco. I love how he can roll up his sleeves with the team and then help a CEO understand how he is going to change his business. Jacco brings a great understanding of his market; he’s professional, creative, motivational, respected, sincere, committed, and a hard worker."

Project Management extends the engagement from sales to deployment

Can this be taught? Does it need Practice?

Continuously learn about the latest methodologies

Advanced Methodologies

Require constant refinement to meet the rapid changes in the competitive market

• Once a year training is needed but not enough!
• for 3 days locked inside = 5-10% retention?
• On methodologies 'from the bubble age'

• With todays buyer having full access to info 24/7
• Sellers who has to meet rev-rec changes
• Whilst competitors are switching strategies

Basic

Sales Superstars

Standard Sales Training

Consultative

(you need this too)

With a

Creates

Dan Adams

Harvard Business Review

transform

Jack Blaeser

President BT Conferencing

Standard

Consultative Sales Methodology

Concept

Trust Triangle Sales methodology

Provocative Approach

Explained

Provocative

Superstars Used Best People Early on

Succesful

Playbooks

using

executed

through

=

+

Market

Situation

Sales

Strategies

Competitive

Differentiators

Concept

Explained

Sun Tsu - Art of War

Sales Strategies boiled into 9 Scenarios

Open Ground

do not block your opponent

fight not

On Dispersive Ground

keep steadily on the march

Difficult Ground

7

1

4

Accellerate the bid.

Endure, do not stop selling

No Bid

resort to stratagem

Hemmed-In Ground

halt not

On Facile Ground

Ground of intersecting Highways

joind hands with your allies

2

8

5

Focus on the 'one' key

differentiator. Push hard!

Partner to provide a complete solution in order to differentiate

Change the criteria (buyer, requirements, timing)

Serious Ground

Desperate Ground

gather and plunder

fight

attack not

On Contentious Ground

3

6

9

Delay the bid

Will end up in price competition.

Sell more, increase term & design-in new projects.

QUESTION: Can this be taught? Does it need practice?

“In my role as VP of Communications at Safeway I worked closely with Jacco van der Kooij on the corporate wide deployment of video for training and communication purposes. In this role Jacco provided detailed documentation which allowed my team to make an educated decision.

Jacco was involved in every part of the process, and as a result the deployment to all of our stores nationwide was done on-time, within budget and exceeded our expectations.”

How t

Dan Pryor

VP Communications Safeway

President Communications Media Management Association

Action Plan

Let's make B2B sales the greatest job

we love to connect people,

because we care,

because we know how to get things done

we make clients successful, and

Jacco van der Kooij.

www.futureofsalesisnow.com