зустріч із неймовірною Olena Zanichkovska , Founding Partner @ Growth Agency "The Gradient". Director of LITS BDA School , в минулому директор з розвитку в компанії Perfectial та керівник відділу в компанії Eleks.
Ми розглядали, як працює ІТ-компанія як система і як має виглядати і виглядає в реальності взаємодія між складовими системи. Подивились на організацію з точки зору бізнесу, клієнта і людей.
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26 зустріч: Як ми втрачаємо людей і клієнтів та що з цим робити
1. The Battle of five armies: why
we lose Customers. And
People.
Olena Zanichkovska
2. Olena Zanichkovska
Co-Founder, Director of Product Strategy and Marketing at The
Gradient
Director of Business Development School at LITS.
PhD in Management.
Seasoned specialist in IT-industry with more than 11 years of
experience in project, program, account management, as well as
business development.
ex-Head of ELEKS Digital and BDD at Perfectial. Trainer. Speaker.
Inspirator.
23. The Hunter is the person who gets their sales energy off of the
“hunt” for the new opportunity. They are often consultative sales
people who innately find and assess an opportunity (even when
there doesn’t appear to be one) within a prospect, and find a
solution within your offering that meets the specific need. They
are networkers. They are independent. They generate buzz and
excitement. And, they are not always good at follow-through
and focus.
25. The Farmer is the sales person who builds and cultivates
relationships and opportunities, typically within existing
accounts. Farmers are the sales people who turn a customer
from good to great by the nature of their relationship and the
loyalty they gain from their efforts. They nurture. They
collaborate. They are team players. And, they are not always
good at prospecting.
26. To achieve success you need to
combine hunters and farmers in
different roles