{"id":11072,"date":"2021-03-15T16:16:20","date_gmt":"2021-03-15T14:16:20","guid":{"rendered":"http:\/\/www.kodingtech.com\/?p=11072"},"modified":"2021-03-15T16:16:20","modified_gmt":"2021-03-15T14:16:20","slug":"about-sales-interview-mircea-popescu","status":"publish","type":"post","link":"https:\/\/kodingtech.com\/en\/despre-vanzari-interviu-mircea-popescu\/","title":{"rendered":"About sales and more - interview with Mircea Popescu"},"content":{"rendered":"<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">Who is Mircea Popescu and what is his role in the KodingTech team?<\/span>&nbsp;&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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.&nbsp;&nbsp;<\/span><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">His role in the Koding team is to maintain the relationship with customers and bring services and products <a href=\"https:\/\/kodingtech.com\/en\/\" class=\"rank-math-link\">KodingTech<\/a> as close as possible to the end user.&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">What are three of the most important qualities an Account Manager must have?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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&#039;s perspective, the account manager is the embodiment of the company. Discipline is another important quality, because you can&#039;t build the aforementioned relationship if you are not organized and proactive. A smile always helps ?.&nbsp;<\/span><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">These are the three things I keep in mind every day and that I try to develop.&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">What exactly do you mean by \u201cA great salesperson can sell anything\u201d? What about specialization?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">A winning attitude and an &quot;I can do it&quot; 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.&nbsp;&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">How does the first interaction with a client usually go and what exactly do you aim for in the discussion with them?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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\u2019s \u201dTrusted Adviser\u201d position comes in. Through the experience gained from interacting with hundreds of clients, we offer valuable insights about the best possible options.&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">What is the best way to balance and manage the customer&#039;s short-term and long-term expectations?<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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.&nbsp;&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">As you know, <a href=\"https:\/\/kodingtech.com\/en\/\" class=\"rank-math-link\">KodingTech<\/a> operates according to a customer-centered philosophy, what does that mean exactly?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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.&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">What are some of the technological tools that help you the most in your relationship with the clients in your portfolio?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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 <a href=\"http:\/\/www.hubspot.com\" class=\"rank-math-link\" target=\"_blank\" rel=\"noopener\">HubSpot<\/a>), 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.&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">Why do you think situations arise where companies choose not to make an investment in infrastructure\/productivity\/security even if the advantages are obvious?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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.&nbsp;&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">How has interaction with your customers changed due to the Covid19 pandemic?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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 <a href=\"https:\/\/kodingtech.com\/en\/microsoft-teams\/\" class=\"rank-math-link\">Teams<\/a>, Zoom or any other application that facilitates a meeting.&nbsp;<\/span><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><span class=\"has-inline-color has-black-color\">What is the specific way you interact with your clients after completing an implementation?&nbsp;&nbsp;<\/span><\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><span class=\"has-inline-color has-black-color\">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.&nbsp;&nbsp;<\/span><\/p>","protected":false},"excerpt":{"rendered":"<p>Cine este Mircea Popescu si care este rolul lui in echipa KodingTech?&nbsp;&nbsp; Mircea Popescu este un om simplu, deschis catre nou, care isi doreste si incearca zilnic sa invete si sa isi dezvolte abilitatile de comunicare, dar si sa isi depaseasca propriile limite.&nbsp;&nbsp; Rolul sau in echipa Koding este sa mentina relatia cu clientii si [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":11075,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_breakdance_hide_in_design_set":false,"_breakdance_tags":"","footnotes":""},"categories":[4],"tags":[],"class_list":["post-11072","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-kodingeers"],"_links":{"self":[{"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/posts\/11072","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/comments?post=11072"}],"version-history":[{"count":0,"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/posts\/11072\/revisions"}],"wp:attachment":[{"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/media?parent=11072"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/categories?post=11072"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kodingtech.com\/en\/wp-json\/wp\/v2\/tags?post=11072"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}