Pipeliner the-salespreneur white paper

  • Published on
    18-Feb-2017

  • View
    52

  • Download
    2

Embed Size (px)

Transcript

  • INTRODUCING THE NEW ERA SALESPERSON:

    The SalespreneurNIKOLAUS KIMLA

  • Contents

    Introduction 3

    1. What Is An Entrepreneur? 5

    2. The Salespreneur 9

    3. When You Need Salespreneurs The Most 13

    4. Becoming a Salespreneur 17

    5. The Proper Tools 21

  • Introduction

    As described in great detail in our Pipeliner Philosophy Ebook Trilogy (The Pipeliner Selling System, Theory Made Real, Philosophy Into Action), Pipeliner CRM is built on sound principles of management and entrepre-neurship stemming back some 150 years. In this white paper, I will be using these principles to illustrate what a salesperson must be to survive in the 21st century.

    We could call this person the New Era Salesperson. We could call them (and have) the Entrepreneur Within The Enterprise. But neither of these closely expresses what we mean, and so a few years ago I coined a new term: salespreneur.

    There is a clear difference between the traditional salesperson and the salespreneurthere are many qualities that a salesperson must take on in order to become a salespreneur. We will clearly define what a salespreneur is, and go through and clearly define these qualities.

    I have often discussed the difference between an art and a craft: an art is something that is instinctive and requires more than technique or technol-ogy, A craft, on the other hand, is something that is composed of clearly laid out steps that, when executed, produce a result. An example of an art would be sculpting; there are definite techniques to it, but the result must be obtained from a sense that is beyond technique. An example of a craft would be todays medicine; while once an art, todays vast medicinal knowl-edge can be passed onto anyone who is qualified and intelligent enough to grasp and use it.

    3Share this eBook: 3

    https://www.pipelinersales.com/e-book/reducing-risk/?utm_campaign=ebook&utm_medium=content&utm_source=salespreneurhttps://www.pipelinersales.com/e-book/theory-made-real-pipeliner-crm/?utm_campaign=ebook&utm_medium=content&utm_source=salespreneurhttps://www.pipelinersales.com/e-book/pipeliner-crm-features-and-fun/?utm_campaign=ebook&utm_medium=content&utm_source=salespreneurhttp://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • The good news is that being a salespreneur is a craft, and certainly can be learned! And in this white paper we will lay out the fundamentals that, when applied, will eventually lead one to be a full fledged salespreneur.

    Lets get started!

    4Share this eBook:

    NikolausKimlaCEO of Pipelinersales Inc.

    Best,

    http://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • Chapter1

    What Is An Entrepreneur?

    Before we can explain the salespreneur, one must first fully understand the concept of the entrepreneur on which it is based.

    In various schools of economic thoughtand specifically within the Austrian School of Economicsthe entrepreneur is assigned a crucial role in economic development. The entrepreneur is one who seeks out informa-tion that can be utilized for profit, and continuously finds creative ways to do so. This is the concept of a self-starter magnified many timesthis is someone who not only gets himself or herself going, but sees opportunity that others miss, and cleverly develops that opportunity into profit.

    An entrepreneur becomes expert in weighing risk against protecting the existing enterprise. How much time and how many resources can be invest-ed in a possibility and how much risk will be involvedmeasured against the preservation of the ongoing activity?

    Entrepreneurs excel at being creative in the moment, and utilizing that skill to theirs and others' considerable benefit.

    The examples of this are many and legendary throughout the history of business. Behind every successful venture there was or is an entrepreneur.

    5Share this eBook:

    http://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • Not a CraftUnlike many other pursuits, including that of a salespreneur, being a true entrepreneur is an art, not a craft. An entrepreneur has many high skills and instinctsof leadership, of evangelism, of understandingthat cannot be learned through a lifetime of study. Hence, not everyone is cut out to be an entrepreneur.

    The new approach from a lot of governments around the world is to promote and encourage the startup movement, and create a better environment for entrepreneurship (for example South Korea, Israel and Great Britain). Governments and investors create programs for and invest billions in new startups every yearyet according to Forbes, 80 to 90 percent of them rou-tinely fail. Thats a huge numberand it reflects the lack of understanding of what it really takes to be an entrepreneur.

    It is vital that we have a strong private sector and a good startup com-munity. We just need to understand that not every person is made to be an entrepreneur, and through this understanding we should create differ-ent programs.

    Freedom vs. ResponsibilityPeople all over the worldnearly always people who have absolutely no familiarity with what it takes to be an entrepreneurseem to crave the apparent freedom that entrepreneurship brings. They can be their own boss! Nobody tells them what to do! They can keep their own hours!

    But this is a totally unrealistic view of freedom. Author and social critic Thomas Mann pointed out that freedom is but one side of a cointhe other side being responsibility. You cannot have one without the other, and this is never more true than in real entrepreneurship.

    6Share this eBook:

    http://www.forbes.com/sites/theyec/2015/03/05/the-major-reasons-startups-fail-and-how-you-can-avoid-them/#6f57231711dfhttp://www.forbes.com/sites/theyec/2015/03/05/the-major-reasons-startups-fail-and-how-you-can-avoid-them/#6f57231711dfhttp://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • Im not going to go fully into what it really takes to be an entrepreneurthat is the subject of a future ebook, actually. Suffice it to say that entrepre-neurship is much more of an art than a craft.

    Fortunately, however, being a salespreneur is not an art, but a craft, and can be learned.

    Sharing Qualities with SalespeopleI have often pointed out that salespeople are entrepreneurs within the enterprise. This is because their characteristics extend well beyond that of a normal company employee.

    If you look over the qualities of entrepreneurs, you'll see that sales reps share many of these qualities in common with them. Sales reps prefer making their own financial ways, and hence are paid on commission. Like entrepreneurs, they prefer to make their own lives, rather than be regi-mented by jobs.

    Scanning over a list of leads, sales reps can readily seewhere others wouldntthose that might qualify and those that probably won't. In casual conversation with a prospect, a salesperson can be very creative in getting the prospect interested in the product or service. Throughout the life of the sale, the sales rep is finding wayssuch as demonstrating a product or service or taking a meeting or lunch at the most opportune timesto continually reinforce the prospect's interest. This type of ingenuity follows all the way to a close.

    An entrepreneur, as we pointed out, is always taking a risk. While not the same level of risk, a salesperson is yet taking risks, too. Whos to say wheth-er the salesperson will succeed and make those commissions so desired? It is always a risk, and the salesperson is always willing to take it.

    7Share this eBook:

    http://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • In bringing about and fortifying all of these qualities, we bring about a salespreneur. So now lets take a look at what a salespreneur would actual-ly be.

    8Share this eBook:

    http://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • Chapter2

    The Salespreneur

    As weve just seen, a salespreneur could be said to be a sales repan entrepreneur within the enterprise.

    But looking closer, there is actually a great deal of difference between a run-of-the-mill salesperson and a salespreneur.

    Worker or Salespreneur?There are usually very few stakeholders within a company that are truly dedicated to the organization and its purpose, and those are usually toward or right at the top. To those further down its much of the time just a jobtheir real life and true ambitions exist outside and away from that compa-ny. They learn enough of their job skills to perform adequately while theyre there, and at a certain point dont need any more than that.

    For the sales force it can be a bit different, if only because sales reps create their own income; their very livelihood depends on their dedication to the job. Yet some salespeople dont fully realize this. Much like an average com-pany worker, hey learn just enough to carry them along, and dont really want to know much more than that. They then wonder how it happens that some of their colleagues advance to the big leagues and some even become wealthy.

    Its the difference between paycheck-to-paycheck salespeopleand salespreneurs.

    9Share this eBook:

    http://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • What is Dedication?Dedication to a company is not, as some might think, blind faith in the company, its ideals and its products. It is actually a belief in the companys product or service as the best. Its a belief in the management team. Its a belief in the cause behind the product. It is these beliefs that motivate the salespreneur.

    In short, a salespreneurs inner strength comes from the belief in the mean-ing of what they can do better to fulfill the needs of the customer.

    The Salespreneur SpiritA true salespreneur has the above kind of dedication and belief, and theyre succeeding because theyre getting the job done. They dont view them-selves as mere employees, but as totally in charge of their careers and their lives. Theyre willing to take the necessary risk to achieve the reward, because they feel they can and win.

    Taking on that view, they learn everything they can about their product, their market, their competition, their prospects and their clients. They often and consistently are enhancing their sales skills. Such elements give them a substantial edge over others who simply come to work, put in their time, collect their commissions and go home.

    Leads: Inbound and OutboundToday much is being written and saidand in fact whole companies and industries are being created aroundthe topics of inbound leads and insight sales.

    10Share this eBook:

    http://www.facebook.com/sharer/sharer.php?u=https://www.pipelinersales.com/docs/sales-people-successhttp://www.linkedin.com/shareArticle?mini=true&url=https://www.pipelinersales.com/docs/sales-people-successhttp://twitter.com/home/?status=New+ebook+by+@kimlanikolaus+-+New+Era+of+Salesperson++The+Salespreneur+https://www.pipelinersales.com/docs/sales-people-success+%23sales+@PipelinerCRMhttps://plus.google.com/share?url=https://www.pipelinersales.com/docs/sales-people-success

  • Today the average salesperson totally expects leads to be brought to them, for leads to be generated by marketing and be completely inbound so they can just be worked by the rep. This expectation is being backed up by every-thing being written, taught and practiced on this subject.

    This is most definitely not the attitude or operating stance of a salespreneur. Especially early in a company, a salespreneur will do everything necessary to get sales, including the outreach necessary to obtain their own leads.

    Reaching far back in historywhich I sometimes enjoy doingwe can look back to Marco Polo, probably the very first example of a salespreneur. Marco Polo was an Italian merchant who lived in the 14th century, and was chiefly responsible for introducing Europe to Central Asia and China through trade and his writings. A fantastic account of his life can be seen in the Netflix series Marco Polo.

    Marco Polo was most certainly reaching outif he had waited for customer to reach him, he would have waited many years, perhaps his whole life. In reaching out he traveled thousands of miles and took quite a risk, even putting his life...

Recommended

View more >