+32478681122
Selling Innovation requires specific skills & techniques
Are YOU Ready ?
"You can't stop the waves, but you can learn to surf"
. . .
Tech Sellers & Sales Leaders
Development & Coaching
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Business Executive in Residence
Serial Entrepreneur,
Artificial Intelligence & Healthcare
I really appreciated Yves for his intelligence, his knowledge of the subject of Gotomarket and his flexibility.
In short: high level professionalism and exceptional relationships!
Yves helped us a lot in structuring our GoToMarket and clarifying our vision. He has both the experience of what is necessary to build business in a scalable way and the flexibility to adapt to startups and innovation. It is a great pleasure to work with him. People of this quality are rare. Thanks Yves.
Our Drivers
Our Vision
Most Companies, big or small, new or estalished, are continousely trying to re-invent thei business value propostion they bring to their customers : new business models, next generation solutions, moving-up in their Customer value chain, ...
Your ability to Sell Innovation will often create your success !
Selling Innovation is not about serving your customer's needs since these needs are not established yet. Selling innovation requires specific skills and techniques which are often counter-intuitive. Sellers will need to train and develop specific muscles to make their prospects curious, transform the initial curiosity into interest and turn the interest into urgency.
Not mastering the Selling Innovation best practices will position you in your prospect's "nice-to-have" bucket. Being a "nice to have" is not enough and will lead to NO business for you.
Can your sales team put your best innovations in your prospect's "must have" bucket and close business swiftly ?
Our Mission
Radically imporve Companies' ability to sell Innovation by injecting the right Innovation Selling DNA into the Sales Teams through innovative, pragmatic and impactful programs and coaching practices.
The programs are tuned to serve different Customer profiles: Start-Ups, Established Companies and Disruptive Challengers (Scale-Ups)
Our Values
Create lasting positive impacts – be pragmatic and simplify what looks complex – act with trust & integrity – be transparent & communicate openly – put customer at the center – innovate & disrupt – build on facts & outside-in perspectives – be part of your team, teamwork – co-create
Certified Expert
We are certified "Label Enterprise" for Growth (Diagnostic & Execution) by the Walloon Region.
Significant Regional subsidy can be available for SME's headquartered in Wallonia.
We are also a certified Growth Partner with Sowalfin and Mentor with Start it@KBC.
We are also facilitating workshops on "Selling Innovation" with WSL, Digital Attraxion, Sociale Selling Forum or HEC Executive Education
High Impact Programs
Run these Programs within your (extended) Sales Team to radically improve your Sellers' Impact when selling innovations.
Innovative, Interactive and Fun Workshops where you will learn pramatic & proven techniques and apply them to your own case.
Particularily suited for Teams with many "Engineers" and/or "Scientists".
Focus and duration will be customized to your needs.
Optional follow-up coaching for maximum real life adoption.
In-Presence, On-Line or Blended Delivery
English - Français - Nederlands
"Sell like a Start-Up" Program
You are an established Tech Company or a Tech Challenger.
You have to hunt in new Territories, be it new market segments, next generations solutions, moving-up in your customers value chain, ...
You are amazed to see Tech Start-Ups sell successfully despite low resources and no strong company logo to back them up.
This Program will inject Start-Up mentality into your Sales Teams, make your Sellers much more Impactful and lift-up your chances of success in the new Territories.
Objectives
Boost your Sellers Impacts by injecting Start-Up mentality into your Sales Teams.
Develop the right "Intent", "Focus" and "Attitudes" for your Sales Teams to conquer the new "must-wins".
Get your team to work and collaborate in order to crack the new must-wins, applying simple, pragmatic and proven tools and techniques.
Outcomes
Sellers ready to hunt in the new Territories in a laser focused, intentional, start-up way:
- Define the right solution to insert
- Identify the (few) real Persona to convince
- Attract the Persona's attention and secure quality time with him/her
- Build the complelling story to put things in motion
- Tell the story with impact through persuasive conversations
The Sales Team has learned and practiced a simple and proven Tool Box to "Sell like a Start-Up" in full autonomy.
Contact us and find how our Program can benefit your company.
"Sales Jumpstart" Program
You are a Tech Start-Up, your business value proposition is solid, you have signed a few customers and your delivery capabilities have been re-organized.
Now is the time to scale and sign more and bigger Customers.
Don't get intoxicated by the top5 devastating beliefs which make Tech Start-up scaling efforts often fail !
Embrace the successful Start-Up selling approach and hire the right Sellers to execute your scaling plan.
Objectives
Co-Develop the first Sprint of your Sales Insertion Strategy and the associated Sales Execution Plans.
Engage your key team members and bond the team behind your Sales ambitions & how to get there.
Outcomes
Stop Spoiling your "first time impression" when reaching out to prospects.
Win a lot of time and money by taking a bit of time upfront, defining the right sales focus and actions plan.
Embrace the selling approach of successful Start-Ups.
Align your Team behind the "Ambitions" and "How to get there".
Define the right casting for your next Hire in Sales.
Secure "first" meetings and follow-up traction with promising prospects.
Sign new and bigger Customers... making your scaling efforts work.
Interlock Sales with other functions within your Start-Up.
Contact us and find how our Program can benefit your company.