Defining the role of today's Sales Professional
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Defining the role of today's Sales Professional
Alexander GallagherSales Director Northern Europe
10.11.2013 – Sales Leaders Webcast Series
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Perception of a sales person?
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Sales is rapidly evolving..
● Closing Techniques
● Relationship Selling
● FABs
● Target Account Selling
● SPIN
● Customer Review
● Consultative Selling
● Solution Selling
● The Challenger Sale
● Evangelism
● Hybrid Sales
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Clients are rapidly evloving...
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Decision making is changing
Then..
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Decision making is changing
Now...
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What do you think they want?
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What they actually want?
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The Challenge...
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What do you do?
● Become an expert– Study
– Read
– Talk
● Industry insight– Attend
– Network
– Absorb
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What do you do?
● Customize– Innovate, Ideas
that lead to value
– Be specific!
● Deliver– Concise business
driven messages
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Make it a passion.
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About me
Alexander Gallagher
Sales Director
● LinkedinMy inception to selling was in the manufacturing community which developed into Oil and Gas, co-ordinating large contracts for North Sea Projects. From there I moved on to lead the Enterprise sales operation of a global infrastructure company and progressed to Sales Director. I now work for an operating system vendor in the fast paced and exciting world of Cloud.