Best advice for those aiming to become BPO/IT #sales #executives :
1. How do we stand out as a trusted and seasoned sales partner?
2. Advantages and disadvantages of selling/playing in - automotive industry + most important lessons learned during the online marketing revolution (Facebook, Youtube, email marketing etc.)
3. Advantages and disadvantages of selling/playing in - BPO & IT industry
4. The most important lessons learned during the pandemic - as a sales guru
5. Lessons learned from the current recession - so far
6. How is European talent seen from abroad? Are we getting too expensive? Why pay the premium?
7. Staff #augmentation #partnerships, nearshore/offshore partnerships - where’s the future heading from your POV?
8. What’s your USP (Unique Selling Point)? Why @Helpware and not others?
9. A few steps in “evaluating each client's core business values and culture to create stepping stones linking potential customers with a dynamic media experience that ignites a passion for the brand” - why is this process important?
10. Top 5 skills to make it in the long run in this industry
11. Strategies to keep and win clients that are price sensitive - especially those that have zero staff augmentation/delivery partnership background
12. East or West - what options are being explored from a sales POV? E.g. clients are transitioning towards talent/solutions in Asia - ok, why?
13. What have you learned from your start-up experience and applied in MNCs successfully? Vice versa?
14. How dependent is the success of the company on the executive team leading and what to consider when picking/building such a leadership team?
15 Explore cultural barriers or factors within a company that pushed you away from it or pulled you towards it?
16. Have you considered building a GCC (Global Capacity Center)/Delivery Center in Asia? +/-s you see
17. How do you set your yearly targets and break them down for others?
18. Your cure to fight attrition and keep spirits high within the team
19. WFH? How are clients seeing this work/delivery model?
20. How do we bridge the gap between #sales and #delivery in a way that satisfies most #stakeholders
21. US Sales Experience vs the World? What is different, better, worse, faster, bigger etc.?
22. How can we create a need where there’s no current room for our solutions/services?
23. What we sell vs reality - the battles between sales and delivery - what do we do when there’s a lack of chemistry here?
24. Tips to have in mind as a liaison between the client, delivery teams, C-level executives and the board of advisors
25. Finding the solution by drilling into the client's problem
25. The "you eat what you kill" vs "catch and release" mentality in sales
26. Selling without selling - how one small favor can turn into a big sale...one day perhaps!
27. How MNCs are not always right and what opportunities are there to explore instead of waiting for your employer to take action
28. How to adapt in a context where rules are constantly changing + keep up with them also
29. How European talent is pivotal for any big player that serves a global market
30. Switching from a criticizing mentality to what can we do differently
31. Top tips before opening your own business
32. People follow people - does this apply to corporate sales also?
33. How vital is discipline in sales?
34. A final piece of advice for the audience
These are just some of the challenging questions #Management #Consultant Darius A. Tent has been exploring with seasoned Sales Executive and VP of Business Development at Helpware, Mr. Paul Feder.
The end in mind of this detailed video podcast is to, hopefully, help thousands of #sales folks out there find the right #strategy that will streamline their sales funnel, build relationships that will eventually bring in #revenue, and boost #sales through #partnerships not transactions while increasing each customer's lifetime value, reducing churn rate as we speak!
