Are you Dream Dealing Shapeshifter?
Explore the 5 levels of B2B sales: beginning with the basics of a 'Smiling Spammer' to the expertise of a 'Dream Dealing Shapeshifter.' In this examination of sales personas, understand the complexities and nuances of each stage, learn how they relate to your business's unique needs, and reflect on what it takes to succeed in today's competitive market. A thoughtful insight for sales professionals and business leaders alike.
B2BB2CSALES
Gintautas Mežetis
10/3/20163 min read
5 levels of B2B sales person. Every higher level knows all ins and outs of previous levels.
Level 5. Dream Dealing Shapeshifter
Level 4. Serious Value Proposer
Level 3. Enthusiastic Integrator
Level 2. Five Ton Encyclopedia
Level 1. Smiling Spammer
Level 1. “Smiling Spammer” - tells you what he sells.
1st level sales person is glad to inform you about the name of his product/service from the sales pitch he learned. Can’t answer any questions not written in Sales pitch or Questions and Answers manual. He calls you, interrupts you and then he calls again to interrupt you. You can change “calls” to “mails” or “spams”.
Level 2. “5 Ton Encyclopedia” - tells you what functions or applications his product or service have.
Next level sales person can talk all day about how awesome his product or service is. He can go in to an engineering level of details explaining why his product/service is better than competitor's. He can send you extensive data sheet and studies. He is a true believer of his company and product/service.
Level 3. “Enthusiastic Integrator” - explains how functions and/or applications can be used to help prospect's business.
This level sales person have knowledge of “5 Ton Encyclopedia” and enough understanding of prospects’s business to offer plausible client oriented functions explanation and benefit. He sees possible integrations everywhere. Is there anyone who needs coffee machine built in to their computer to boost their company's productivity?
Level 4. “Serious Value Proposer” - explains why and at what scale functions and/or applications effect prospect's business (metered business metric).
High level sales person who has a good understanding of sales process and importance of value proposition. Has deep understanding of prospect’s industry key metrics and product/service metered impact on them. He likes to deal with C-level.
Level 5. “Dream Dealing Shapeshifter” - adjusts explanation why and at what scale functions and/or applications effect prospect's business (targeted metered business metric) to his target person.
“Dream Dealing Shapeshifter” becomes part of your company. You even forget he is not hired employee. He knows more about your company than you do. He proposes value adjusted to the person he talks to. He knows what metric is important to every department of your company. You and your company can’t live without him and his product/service aka “The Drug”. Oh, sorry "The Dream".
Hey you! Yes you! You know, I have something New here. It is Rare. Want to try?
“In mythology, folklore and speculative fiction, shapeshifting (or metamorphosis) is the ability of a being or creature to completely transform its physical form or shape. This is usually achieved through an inherent ability of a mythological creature, divine intervention, or the use of magic.” https://en.wikipedia.org/wiki/Shapeshifting