{"id":15768,"date":"2019-04-10T14:04:40","date_gmt":"2019-04-10T14:04:40","guid":{"rendered":"https:\/\/perpetos.com\/?p=15768"},"modified":"2022-06-24T07:15:06","modified_gmt":"2022-06-24T07:15:06","slug":"smarter-together","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/","title":{"rendered":"Smarter together"},"content":{"rendered":"\n<p>Marc has many years\u2019 sales experience. But it\u2019s still often difficult to make contact with the right decision-makers in prospective customers\u2019 companies. He\u2019s been trying to get his foot in the door of an international technology company for several weeks, but he keeps being sent from one contact person to the next. Marc therefore doesn\u2019t appear to be making any progress, and is gradually becoming more and more frustrated.<\/p>\n\n\n\n<div class=\"cta-box-inline-wrap\"><div class=\"cta-box-inline\"><a href=\"https:\/\/perpetos.com\/en\/webinar\/targets-that-motivate-sales\/\" target=\"_blank\" rel=\"noopener\">Watch Webinar &#8211; <strong>Targets that Motivate Sales<\/strong><\/a><\/div><\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2>Analyse problem situations as a team<\/h2>\n\n\n\n<p>In the next sales meeting, he decides to present the problem to his colleagues in a intervision exercise. Marc is the client, the other salespeople act as consultants, and their manager moderates and keeps an eye on the time. Marc outlines the scenario and the consultants ask factual, open questions. This is because it\u2019s important to first have a clear picture of the situation before you can come up with any solutions. For example:<\/p>\n\n\n\n<ul><li>Who are you talking to?<\/li><li>Who is your most important contact?<\/li><li>Why are there so many contact persons?<\/li><li>Which questions should you ask?<br>\nEtc.<\/li><\/ul>\n\n\n\n<h2>Collective intelligence<\/h2>\n\n\n\n<p>Marc answers the consultants\u2019 questions one by one, and then clearly explains what he expects from the participants: \u201c<em>I\u2019ve got lost in the customer organisation. I\u2019m looking for specific advice to structure my approach better, find the right angle, get my foot in the door and develop this opportunity \u2013 without wasting any more time on conversations with the wrong people.<\/em>\u201d&nbsp;Thanks to this clear question, the other participants can now give advice and offer solutions.<\/p>\n\n\n\n<p>Marc in turn provides feedback about the advice and presents his action plan. He remains in control of the scenario and retains the solutions he finds interesting to get out of the impasse.<\/p>\n\n\n\n<p>Finally, the consultants are given the chance to offer their opinion about Marc\u2019s action plan, and the sales manager asks what lessons the team can learn from the collaborative exercise.<\/p>\n\n\n\n<h2>Everybody learns from a joint effort to find solutions<\/h2>\n\n\n\n<p>The strict procedures in Marc\u2019s example force all participants to ask relevant questions and form a clear picture of the situation. There\u2019s no competition between the salespeople \u2013 about who comes up with the best proposal \u2013 because Marc remains the master of his case. The consultants are forced to actively listen, and aren\u2019t allowed to interact with each other. Marc gradually develops the exercise to find a solution for his impasse, using the advice that he deems useful. The group then helps him to consider his solution in detail.<\/p>\n\n\n\n<p>This technique is called Intervision or Co-development and relies on Collective Intelligence. The solution is created through collaboration and collective efforts focusing on one and the same person: the customer.<\/p>\n\n\n\n<h2>Benefits of Collective Intelligence<\/h2>\n\n\n\n<p>This technique has a number of interesting benefits:<\/p>\n\n\n\n<ul><li>Strong sense of collaboration: everyone is prepared to help Marc and trusts the other participants, so any doubts and concerns are easily shared<\/li><li>Efficiency: Marc moves off the beaten track and tries to have faith in the new solutions suggested by his team, so he can integrate them in his action plan<\/li><li>Strong commitment to each other and the company: Marc\u2019s case is taken from the daily reality \u2013 it\u2019s the type of situation that all the salespeople in the team could come across. They now feel more connected to each other<\/li><\/ul>\n\n\n\n<p>Read more about the<a href=\"https:\/\/perpetos.com\/en\/intervision-and-sales-team-coaching\/\"> INTERVISION AND SALES TEAM COACHING open training,<\/a> see if the next session fits into your schedule, and book your seat straight away.<\/p>\n\n\n\n<p><span style=\"color: #0ba298;\"><a style=\"color: #0ba298;\" href=\"https:\/\/perpetos.com\/en\/sales-academy\/\">Click here<\/a><\/span> if you are looking to set up a Sales Academy in your company<\/p>\n\n\n\n<div class=\"boxed-layout padding-2x cta-blog-section\">\n    <div class=\"rock-promotion-box\">\n        <div class=\"promotion-box-content\" style=\"color:#353535;\"><a href=\"https:\/\/perpetos.com\/en\/webinar\/targets-that-motivate-sales\/\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"wp-image-7747 alignleft\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2020\/04\/webinar1_series2_2020_Targets-that-Motivate-Sales_en-194x150.png\" alt=\"Perpetos Webinar\" style=\"max-width:200px;margin-bottom:50px;\"><\/a>\n            <h3><span style=\"color: #606060;font-weight:bold;\"><span style=\"font-size:1.2rem;\">[ON-DEMAND WEBINAR]<\/span><br>\n<a href=\"https:\/\/perpetos.com\/en\/webinar\/targets-that-motivate-sales\/\" target=\"_blank\" rel=\"noopener noreferrer\">Targets that Motivate Sales<\/a><\/span><\/h3>\n            <p><span style=\"color: #606060\"><i class=\"icomoon icomoon-icon-checkmark animate-icon animate-to-right  \"><\/i>&nbsp;&nbsp;Energizers that motivate salespeople<\/span><br><span style=\"color: #606060\"><i class=\"icomoon icomoon-icon-checkmark animate-icon animate-to-right  \"><\/i>&nbsp;&nbsp;Determine targets that stimulate performance<\/span><\/p>\n        <\/div>\n        <div class=\"promotion-box-button\">\n            <div class=\"promotion-box-button-container\">\n                <div class=\"azoom-button-wrapper\" style=\"display:block;\"><a href=\"https:\/\/perpetos.com\/en\/webinar\/targets-that-motivate-sales\/\" target=\"_blank\" style=\"background: #0ba298 none repeat scroll 0% 0%; color: rgb(255, 255, 255);\" class=\"escapea button azoom-transition button-block\" data-button-js-colors=\"true\" rel=\"noopener noreferrer\">Watch Webinar<\/a><\/div>\n            <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Marc has been trying to get his foot in the door of this company for several weeks now<\/p>\n","protected":false},"author":12,"featured_media":16995,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[665],"tags":[678,679,84],"department":[],"media":[],"topic":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Smarter together - Perpetos<\/title>\n<meta name=\"description\" content=\"Smarter together - Perpetos\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Smarter together - Perpetos\" \/>\n<meta property=\"og:description\" content=\"Smarter together - Perpetos\" \/>\n<meta property=\"og:url\" content=\"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/\" \/>\n<meta property=\"og:site_name\" content=\"Perpetos\" \/>\n<meta property=\"article:published_time\" content=\"2019-04-10T14:04:40+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-06-24T07:15:06+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/perpetos.com\/wp-content\/uploads\/2019\/04\/shutterstock_1282936324.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1130\" \/>\n\t<meta property=\"og:image:height\" content=\"500\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Eliseo Manfron\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Eliseo Manfron\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/\",\"url\":\"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/\",\"name\":\"Smarter together - Perpetos\",\"isPartOf\":{\"@id\":\"https:\/\/perpetos.com\/#website\"},\"datePublished\":\"2019-04-10T14:04:40+00:00\",\"dateModified\":\"2022-06-24T07:15:06+00:00\",\"author\":{\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/95e90b7ef485a46a41a605fef73c535c\"},\"description\":\"Smarter together - Perpetos\",\"breadcrumb\":{\"@id\":\"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-enablement\/smarter-together\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/perpetos.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Smarter together\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/perpetos.com\/#website\",\"url\":\"https:\/\/perpetos.com\/\",\"name\":\"Perpetos\",\"description\":\"Sales and Commercial Excellence\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/perpetos.com\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/95e90b7ef485a46a41a605fef73c535c\",\"name\":\"Eliseo Manfron\",\"description\":\"Eliseo runs both in-person and distance workshops and coaching sessions for B2B sales and marketing teams to collaborate better and increase efficiency. 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