Como demonstrar liderança em Vendas Técnicas?

I've found that developing the vision is everything, If you don't have a goal to work BACK from then you don't know the first place to start. It's been my view that for someone to succeed in their journey towards their goal, they first need to understand the Goal, and ultimately break it down into smaller milestones. this breakdown can be used in the sense of Selling a product or working back from your own goals. Often understanding the pain is the first element and solution to being able to truly sell something.

To create urgency in a demo without being pushy, focus on demonstrating the immediate benefits of your product. Show how it addresses the customer's current needs or problems, using real-life examples or testimonials to underscore its effectiveness. Highlight any limited-time offers or exclusive features, subtly suggesting the advantages of acting promptly. Discuss the potential drawbacks of delaying a decision, like missed opportunities, but do so without overstating the negatives. Throughout the demo, adopt a consultative approach, emphasizing how the product specifically and timely meets the customer's unique requirements, thereby fostering a sense of urgency through relevance and value rather than pressure.

In case you did not emerge as a leader from the organization you work with, you may be missing on the knowledge your Sales reps bring to the table. Connect with them at an individual level and experience each step of the Sales process yourself. This will not only give you a competitive advantage but help you build the individual relationship you need with your sales force to succeed. Without having gained the trust of your team, it will be close to impossible to lead them on the long term.

In technical sales, demonstrating leadership involves articulating a clear vision for your team and clients. -) Develop a compelling vision that aligns with the latest technological trends and market needs. -) Communicate this vision effectively, inspiring your team and guiding them toward shared goals. -) Showcase your ability to navigate complex technical landscapes and provide innovative solutions, establishing yourself as a trusted leader in the dynamic field of technical sales.

Within my space (recruitment) relationships are everything. People buy from people they like and that's the same from any industry. Taking sales out of a conversation and not entering it face first on a transactional basis is always going to win in the long term. Aim to find a mutual talking point - offer help that comes from actually wanting to help and not just making money from your clients. Often that relationship will follow you where ever you go.

There has to be the right balance between solving the problem yourself as a leader and trusting in the ability of your team member to solve the problem without assistance. Whenever a team leader solves a problem first and without allowing the team member to try solving it, a chance for learning and growth is being stolen.

Always think positive, most of the technical and non-technical sales challenges can be solved within a positive mind set. Most of the time, firing back is not a smart option, as an example, your best customer sent a very tough email explaining his disappointment in your service and follow-up, your job here is to handle his anger and evaluate the reasons in a parallel manner, to overcome this situation smoothly and to prevent repeating it. If you knew how to successfully implement this mind set, loyality of this angry customer will be guaranteed for life.

Often being a problem solver is undervalued/overlooked by the sales person. Similar to building relationships being able to enter a conversation having listened to your client's problems, understood the issue and the problems it's causing. and being able to make real-life examples where you have helped the same problems and the result. Often sales people sell the ability to solve a problem but never back it with evidence of doing it. which then lacks client confidence.

This part is my favorite! Whenever leaders stops learning, they slowly stop to be a role model. Therefore, lifelong learning has to be a key value of a leader in order to coach skills effectively in an ever changing environment.

I'm a firm believer in Continuous improvement and use every interaction with candidates/clients/managers to ask for their feedback on what I've done well and what could have been better. Opening yourself up to your prospects allows them to help craft the way that they need to be dealt with, as everyone prefers different things. It then also means that the more you do this the better you will become at matching what is needed from a prospect/client's point of view. You are never a finished book or article, and if you think you are, unfortunately..... you need to take a look at yourself, and snap out of that narrow mindedness.

Totalmente de acuerdo, pero con precaución al delegar, no tan solo saber a quien, si no como delegar. Que quiero decir? Que delegar no es traspasar únicamente porqué se confía con quien se delega, si no que se hace porqué así es, y no porque quien asume ese estatus de líder se quiera sacar un peso de encima.

In general, yes. There are situation where leading by example has to be temporarily changed to leading by authority. Especially in very uncertain environments. Leading by authority is never a long term leadership style, since it stops team members to find their own creative and smart solutions.