FAQ Finelis Coaching
If you have specific questions and would like to know whether you could use our outsourced Sales Department to help you meet your sales objectives, please contact us on :
Our contact forms and we will get back to you (in French, English or Spanish) within 48 hours:
Outsourced Sales Execution (since 2009): https://www.fineliscoaching.com/contact/
Outsourced Sales Strategy and Consulting (since 2022): https://www.finelis.com/fr/contactez-nous/
You don’t have a specific question, you’re looking for generic qualitative information on commercial outsourcing from a player who has been doing it for many years in an international context (we started in March 2009 just after the fall of Lehman Brothers, when the markets were in turmoil) and right up to today in the post-Covid 19 period requiring adaptation and commercial agility in real time:
Please consult our blogs and news and of course ChatGPT on :
https://www.finelis.com/fr/blog-fr/
If you have a generic question and ChatGPT has not yet answered all your questions 😊 : consult our FAQ below
If your sales cycles last longer than 6 months on average, if you test the collaboration with finelis Coaching, we may have the chance to finalise a 1st contract together.
In our Coaching and Expertise assignments (www.fineliscoaching.com) , we can help you with lead generation, optimising your sales cycles, negotiation and closing.
The most popular collaboration period in 2023 is 6 months, renewable.
The test with Finelis Coaching can be stopped at any time without penalty. In fact, we have just launched the Coaching à la minute service for this purpose.
The full audit or diagnosis is a billed discussion workshop with the manager(s), founder(s), shareholder(s) and Sales and/or Marketing Director(s).
It includes over fifty questions and answers. You can find more information here: https://drive.google.com/file/d/1-w72sMcxkwLGZXnNlWAIY-CS2FVynxIT/view
The easiest thing to do is to first ask our customers and this network for their opinion on their experience with finelis, and then to test the collaboration either on a sales execution assignment (our cheapest and most subscribed service in 2023 is less than €2,000 per month over 9 months) or a coaching assignment (we are starting our “on demand” coaching sessions with photo experts on www.fineliscoaching.com on Sales, Marketing and CRM subjects with an initial 45-minute test session, 15 minutes of which are free).
These days, it’s hard not to have an opinion about someone or a level of service. We probably have partners, customers and business ‘friends’ in common, if only on Linkedin (> 10,000 1st level connections)…
The new trend we’re currently working on following the launch of our Coaching packages for SMEs and VSEs in 2022, which were a great success with the €1,500 per month package for 5 hours of group and individual coaching, is the 100% on-demand, by-the-minute Coaching package.
Testing also means innovating, and we’ve been testing everything since our creation in 2009. So we’re innovative.
It’s true and it exists for us, or rather for you, and it exists today. Everything is in place to achieve this today, and start-ups can’t just wait between 3 and 6 months for a hypothetical recruitment. Time is money. It doesn’t work, it never has and all the statistics prove it. We’ve reached a point where there’s no going back on the need for any company to be commercially agile and to be able to pay fair value for a service. Today, it’s either you innovate commercially or you die. And your American, Asian and South American competitors, whom we met at MWV23, confirmed this. Europe still has many advantages, but European SMEs and VSEs need to step up their game…
With us, you pay for your coaching as you would pay for your coffee. You don’t want coffee, you don’t use it, so you don’t pay for it.
Why coaching at the price of a coffee? At the beginning of 2023, our increasingly agile customers, who will recognise themselves, told us: “Jean-Charles, Elisabeth, Marion, etc., this 5 or 10 hour a month service for our teams is great”, but during the months when we’re very busy or during the school holidays, we can miss 1 or 2 sessions of 45 minutes or 1 hour, and so we lose out on coaching that is highly structuring for our team, which is a shame”. Following these comments, which multiplied 3 times in less than 2 months, we immediately launched the coa
In general, this often costs much less than €1,000 per month in total, which is equivalent to 1 day’s bill from a consultant with 5 years’ experience of Big4!
One of our clients in February 2023 was able to involve 3 of our Finelis experts for 1 whole month (February 2023), who worked on the following 8 projects with the co-founder, Sales Director, Inbound Marketing Manager and 2 SDRs:
We had a total of 8 short meetings in ‘commando’ mode organised by our 3 experts, including our manager himself (handy as he was also attending MWC23 at the end of February 2023 in Barcelona):
Reviewing and improving the content of an email to the IOT Purchasing Manager of 2 very large American and Asian companies to meet at the MWC23 event at the end of February 2023 = 35 minutes
Support in setting up (before drafting) the type of realistic and motivating qualitative and quantitative objectives to be proposed in a financial amendment before the signature of 2 contracts with 2 senior sales profiles in the US (based in NYC and Boston) of a sales team = 30 minutes
3 short exchanges with the founder to prepare and give him an opinion on his deck and future meetings with his financiers to raise funds (mainly financiers and business angels) = 3 * 8 minutes = 24 minutes
Review of a presentation of a new invoicing module for Finance Directors = 45 minutes
On-the-spot evaluation of a meeting recorded on Zoom with a strategic customer for the sale of additional modules (upselling) = 30 min
Review and improvement of the new sales strategy to be deployed = 1h12
Review of the implementation of the new sales strategy in the CRM = 42 minutesMonthly total = 35 + 30 + 24 + 45 + 45 +72 + 42 = 293 minutes or 4 hours and 53 minutes. Monthly invoice for February 2023 = 293 * €5 = €1,465.
We work with our clients over the long term and have always adapted to their budgetary constraints and objectives.
Our Sales Management Coaching and Consultancy services start with an initial 45-minute session, 15 minutes of which are free of charge, then each minute is charged at €5/minute, the price of a quick Parisian coffee between 2 meetings.
The Coaching et Conseil (fineliscoaching.com) service therefore starts at €150 / month (for 1 session of 45 minutes) (our customers make appointments here : Scheduler Pipedrive JC (FR – ENG – ESP) – 45 min (15 min Free)) and the service most subscribed to is that of 6 hours per month dealing with all the sales ‘challenges’ on a month-by-month basis for the internal teams in place. This hyper-agile and disruptive service costs €1,800 per month and has so far given complete satisfaction.
Customers subscribing to Sales Execution and Coaching benefit from an additional discount and pay an average of €3,500 per month. All these clients have always told us that if they had known about Finelis before, they wouldn’t necessarily have gone ahead with the same type of recruitment. We’re not saying that they recruited badly, we’re just saying that they could have recruited in a more agile way because we’re able to adapt to any type of sales team, seniority, language and culture.
We support all types of B2B companies. Quite often, our clients have a clear technological innovation and a strong ambition to develop their sales in the country of their head office and internationally.
The type of manager who is often a Finelis client is one who has developed a technology and a product which he has often sold himself to the first customers before structuring his teams.
For the past 2 years, the most ‘hunting’ clients have been looking for very young profiles, and the problem is that most of them are targeting decision-makers over the age of 40 to sign contracts. So they have a real problem with closing and upstream qualification.
However brilliant the youngest salespeople may be, do you know any finance directors, IT directors or sales directors who really want to talk to their respective 28-33 year-old counterparts? You know the answer… At Finelis we work mainly with very experienced profiles and our youngest recruits are capable of pitching and convincing people 10-15 years their senior.
The prospect turns to a cheaper competitor. Do they want to focus on their internal resources, use the budget earmarked for another objective or do nothing? A solid strategy based on knowledge of these data will strengthen your chances of success
The actions to be taken vary according to the phase in the sales cycle. An elaborate and rigorous schedule helps you to implement them at the right time. Prioritising actions is a key element in the sales process.
This is one of the most widely used strategies from the start of the sales process right through to its completion. While the B may be difficult to obtain quickly, the A, N and T are not out of reach.
The 4 types of prescriber each represent a key area (or “silo”) in the sale, which must be identified as early as possible: economic, technical and functional. The last type, the coach (“B4”), is an internal facilitator (or “ambassador”), your key contact who has a sufficiently global view of the forces at work within the organisation likely to become your customer. Your strategy can only be effective when you have identified these 4 forces, when you “work” them specifically with adapted messages and when you regularly evaluate the evolution of these forces, taking into account key events and the impact of these events on your own sales cycle (reorganisation, resignation, etc.). The coach is not compulsory, but is strongly recommended by Finelis.
will be happy to explain why in concrete terms.
There are many and varied ways of identifying them, and a huge number of sources today. Before wasting time, we would advise you to work on the 1st source in your favourite tool (Linkedin, CRM, etc.): your own trusted personal and professional network where you may find these 4 forces present in different organisations!
This will enable you to save time over time (at the beginning this research takes a little time) and to avoid losing a sale because you have not identified a “BI” beforehand, to determine the degree of influence a given “BI” has on the outcome of your sale, to know the right time to contact them, to know whether they are for or against your solution.
Of course, their role and degree of influence are linked to rational and objective criteria, but they are also purely psychological. All these players are looking to use your solution to solve their organisation’s objectives, but they also have individual needs that should not be overlooked in a “complex” sale (i.e. length of sales cycle > 6 months & different parties involved in the purchasing decision).
In the commercial act, the result is linked to the company; a personal benefit (Win) is felt at an individual level. This is as true for the seller as it is for the buyer. The ideal is to combine the two to build a lasting relationship with the customer.