From lead to deal: the sales game has changed.

From lead to deal - Mind the gap sales blog post

Lack of structure and a lot of creativity. Are these the characteristics that come to mind when asked to describe a great salesperson? Not really right? Yet, the best sales people I know in the industry are not very structured, not very organised nor disciplined. 

Instead, the best sales people I have come across are very creative and people oriented - and yes, this includes that good sales people are trustworthy and likeable. They always find a way and get things done. For them, no deal is the same!


People don't want to be sold to.

So being creative, is that bad? Not at all: In the last decade the sales game has changed dramatically from “controlling the sales cycle “ to “facilitating the buyer journey”. A totally different game that makes creativity and being nice good characteristics!

An important thing to remember is that people like to buy, but don’t want to be sold to. Good sales help clients buy. So please, stop selling. All you need to do is to find the clients who want to buy from you and then help them

Of course it all starts with your mindset. But what is equally important, is knowing your client... Where is he situated in his buyer journey? To know this, you'll have to do some research and use the right data. With this knowledge you’ll be in good shape.


About this series of articles ...

If I'm completely honest: lack of structure doesn’t work for me. (And I can’t rely on my creativity either, haha!) That’s why I structured this series of short and actionable blog posts regarding successfully engaging with the financial services industry. The structure I use in the coming blog posts is that we go from branding via marketing quickly to sales.

I’m Brian, by the way. And, for over 25 years I sold technology to the financial services sector.  Through a series of blog posts I will share my experiences, best practices, do’s and don'ts, pitfalls, etc. to help technology companies successfully sell to banks. By the way, if I use the word ‘banks’ or ‘bankers’ I also mean insurers and asset managers and the people that work in insurance or asset management.

The Series

Mind the Gap.

  • Sales & Marketing alignment
    2: How Sales and Marketing live happily ever after
    Have tooling in place | Connect your marketing activities to your CRM.

    In our article 'From lead to deal: The sales game has changed' we observed that successful organizations changed from controlling the sales cycle to facilitating the buying cycle. This approach requires a deep integration of marketing and sales. For many organizations this is a fundamentally new way of thinking. How can you arrange a successful marriage between marketing and sales?

  • Branding & identity
    3: Who do you think you are?
    How to get your branding in place.

    Welcome to our ‘mind the gap’ article about brand & identity. Let’s first make sure we are all on the same page about the terminology because the language used is often misunderstood. Brand: Your brand is a combination of a visual identity, tone of voice and behaviour - most visibly expressed through your logo, taglines and images used in communication campaigns.

  • Positioning
    4: Finding the right position
    Positioning is all about differentiation.

    Welcome to our ‘mind the gap’ article about positioning. Here we will discuss the importance of positioning and how it can help you stand out from your competitors. How many times have you walked into a bank to pitch for a piece of business only to be told ‘we already have the functionality you offer’ or ‘we solved that problem a long time ago’.

  • Value proposition
    5: Value proposition: the extra mile
    What problem do we solve and for whom?

    In this ‘mind the gap’ article we will discuss the value proposition and how it will help your fintech sales efforts in the financial services sector. That is, if applied correctly... Going the extra mile...

  • Target markets
    6: Finding your target audience
    How do you enter the considerable and risk-averse market of banks?

    Most Fintechs face the same challenges in finding their target audience. They have a fantastic product which solves a problem for a bank. But how do they enter the considerable and risk-averse market of banks? A challenge like this isn’t a day at the beach, or is it?

  • Buying committee
    7: Not a shopaholic
    Get to know the buying committee

    Before banks buy your product (or service), you first need to convince the buying committee. The people on this committee make sure that the banks money is well spent. Here is how you deal with them in order to close a deal.