Mircea Popescu is a simple man, open to new things, who wants and tries every day to learn and develop his communication skills, but also to exceed his own limits.
His role in the Koding team is to maintain the relationship with customers and bring services and products KodingTech as close as possible to the end user.
Proactivity is by far the most important quality, in my opinion. Given the direct interaction with people, you need to build a relationship based on trust. From the client's perspective, the account manager is the embodiment of the company. Discipline is another important quality, because you can't build the aforementioned relationship if you are not organized and proactive. A smile always helps ?.
These are the three things I keep in mind every day and that I try to develop.
A winning attitude and an "I can do it" attitude are two essential aspects in sales. Specialization is important, you need it if you want to excel. But, for me, one of the things you have to learn as a salesperson is adaptability. To adapt to every situation and to be able to face any challenge.
Usually, when I first interact with a client, I set small, but essential goals for establishing a good relationship. I believe that the most important thing in the first interaction is to present the client with solutions for their needs. Very often clients do their own research, which means they already have a formed idea about the solution they want. This is where KodingTech’s ”Trusted Adviser” position comes in. Through the experience gained from interacting with hundreds of clients, we offer valuable insights about the best possible options.
Continuous communication and the certainty of the client that you are there to help them. It is very important to be realistic and always oriented towards their needs. If you take these two aspects into account and do not try to make sales without caring about the real existing needs, everything becomes much simpler in the interaction, and in the end everyone is satisfied with the result.
Developing a close connection between companies is for me a development based on the real needs of the client. This is not a new concept, but it is very relevant. For example, I rely a lot on listening to the client, understanding the specific characteristics and needs, but also prioritizing the needs. I also try every time to involve the client in every stage so that in the end the solution found is exactly customized and adapted to the needs.
Any company that interacts with customers should have a solution implemented to track their relationship with them. Whether we are talking about an excel file or a CRM (in our case HubSpot), you need to have a tool of this kind at hand. The planning and proactivity we were talking about above can only be achieved if the process is accompanied by a compatible technological support. Another component would be the task tracking/planning solution. This way we can respect the objectives and milestones established together with the client.
It depends on the size of the company, but some of the reasons are: cash flow, employee resistance to adoption, little-publicized examples of businesses in their field that have applied models or services. It is true, the advantages are obvious, but it is possible that most of the time the client does not realize the real benefit. That is why we are here, to educate the client in this regard, to make them aware of the dangers and to present them with the exact degree of development brought by the possible investment.
80% of sales activity has moved online, the new normal now would be that it is much harder to explain that you prefer a face-to-face meeting than one on Teams, Zoom or any other application that facilitates a meeting.
After an implementation is complete, it is very important to be there for your clients, just as you were throughout the entire process. The client needs to see you as a long-term partner, not someone who breaks off contact with the signing of the contract.