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The Art of Making Love

At Winning By Design we have noticed how many sales organizations struggle to sell. The main reason is that they are too focused on "selling". In this presentation I present an argument to change the mindset to focus on helping your customer .
by

Jacco vanderKooij

on 23 June 2017

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Transcript of The Art of Making Love

$
/
The Art of Making
Love

Elaborate
Being Customer Centric
is like teenagers having sex
Educate
Assist
T
A
L
K
E
R
so everyone claims they are doing it.
No one
really knows how
to do it.
..
everyone thinks everyone else is doing it.
Winning by Design Jacco van der kooij @Indojacco
Everyone talks about it
...
Ryan Mendez @Gainsight
educate
assist
making love
Sales
sales methodology
Land
Expand
Closed
traditional
sales activities
traditional
Meeting
Email
Install
Pitch
Close
Negotiate
Call
disco/demo
objection
propose
are Failing
Jacco,
Great to be connected
on LinkedIn!
I happened
to stumble ...
I specialize
in ...
I hav
e a proof of concept ...
I figured
it made sense ...
Would
you
be interested
in a 15
minute meeting ...
Thanks,
Mat
You have unread messages
from
Tactics
Volume
$20,000
$25,000
15
25
$10,000
10
20
5
$15,000
$30,000
Winning By Design
# of Leads/Rep/Month
Annual Contract value
sales approach
Land
Expand
Close
traditional
Customer Centric
EDUCATE
ASSIST
Commit
A
H
A
A
A
R
G
H
W
O
W
B
O
O
M
Y
E
A
H
O
M
G
!
trial
use
assist
grow
diagnose
commit
TRADE
conversation
share a story
educate
money
making love
winning by design
Tone of voice
Ask questions
Listen actively
Keep Notes
Repeat what you heard
@IndoJacco
What We Call It Does Matter!
what happens to the fish?
THE TEAM AT RAINFORESTQA DURING CALL REVIEW
i have a problem
there is a solution
i gotta have this
works as advertised
impact delivered
I need to share this
across any media
SALES
ADVISORY NOTICE
What to do
How to do it
I
II
III
Why we need it
/
/
Who is the fish?
who is Sales in this picture?
Adapted from quote by Dan Ariely of Duke on Big Data
To all portfolio CEOs and VPs of Sales
Churn
Sell more
ABM = Spearfishing
/
art of making love
Sales
money
What to do
How to do it
I
II
III
Why we need it
/
/
/
t
o
c
u
s
m
E
r
@IndoJacco
@IndoJacco
@IndoJacco
@IndoJacco
Winning By Design
winning by design
Where inside sales organizations go to die
@IndoJacco
Last month's Top performer
Gap too big to cover by the "Rainmakers"
"Rainmakers"
Everyone on video
Whiteboard/screenshare
Make How You Sell as Important as what You sell
conversation
Diagnose
Educate/Trial
Assist
Recommend
Trade
Commit
Who do you prefer to talk to?
Pitch
Qualify
Present
Compete
Propose
Negotiate
Close
@IndoJacco
Decreasing Performance
sales
Inside
Not universally applicable
sales
2-stage
Is immune to rainmakers
sales
SAAS
are impacted
teams
sales
Inform
educate
assist
help
solve
teach
coach
People do not want to be sold anymore!!!
Pitch
Qualify
Present
Compete
Propose
Negotiate
Close
WAS
IS
Sales Centric
Customer Centric
Even a blind squirrel finds a nut once in a while
But with the right foundation...
we can create a consistent experience.
of
Art
workspace
Centric
Customer
Skills
Centric
Customer
Activities
Centric
Customer
Centric
Customer
Activities
Centric
Customer
ABM = Spearfishing
experiences not sales stages
needs to be coached not trained
Centric
Customer
more frameworks less scripts
Centric
Customer
more online less in person
Centric
Customer
Jacco J. van der Kooij
15
2016
2018
5
2015
2017
2014
10
25
Winning By Design
SQLs/month
20
Relocation
Firing
Raise expectations
renew
Full transcript