By Nadia Bulcourt – June 23, 2024
Since its creation in 2009, Finelis and its “Sales as a Service” concept has continued to evolve. Finelis’ aim is to help small and medium-sized businesses improve their sales performance.
With the introduction of Finelis Coaching, launched in 2022, Finelis CEO Jean-Charles Spanelis has added individual and group coaching services, as well as sales coaching for managers and founders.
The distinctive element of Finelis Coaching lies in its selective and personalized approach, where each client is assigned an action plan based on his or her level of business maturity and objectives.
In this presentation, Jean-Charles Spanelis highlights the uniqueness of his company compared to the many other commercial outsourcing companies that emerged after the COVID-19 pandemic. He points out that, despite the multiplication of offerings, only a few standout for their quality.
Using a culinary metaphor, he compares the importance of combining the right people, tools, and processes to achieve satisfactory results in sales outsourcing, just as a tasty dish requires well-chosen, well-cooked ingredients.
As you know, I created the “Sales as a Service” concept in 2009 with Finelis to help companies of all sizes, especially small and medium-sized businesses, to develop their sales and make progress.
In 2022, I launched Finelis Coaching. On the fineliscoaching.com website, you can find out more about the team I work with and the topics we cover for our customers in individual and group coaching.
We also do business coaching for managers and founders when they so wish.
Quote: “We don’t work with everyone! The condition: make you progress! If we don’t know how to help you progress in Sales and/or Marketing, we won’t work with you! (1 in 100 cases since 2009)”.
What makes Finelis unique today? We’re unique compared to a lot of companies today that do sales outsourcing.
Why are we unique? Quite simply. When a prospect comes to us with a sales problem, we’re not going to say yes to everything, we’re not going to work with everyone.
We define a sales maturity profile for each customer.
We have three levels of maturity at Finelis. You’ll find the details on the fineliscoaching.com website.
Depending on their level of maturity, their short-term, medium-term, and long-term sales objectives, and their budget, we propose one or more action plans. After that, he can choose the one he wants.
In about one case out of 100, we get no response.
When a customer comes to us and says: “Here, Jean-Charles, I want to do this, this, this, this, this”.
I spend 15 days internally with my team discussing this case, and unfortunately, we don’t have the answer.
So, unfortunately, 15 days later, I talk to the prospect and tell him: “We haven’t found anything intelligent and interesting enough that we can activate immediately for him, that will help him progress”.
That’s one case in 100. Fortunately, in 99 cases out of 100, we find a solution, a set of solutions. So, we’re going to put this process in place.
So how does Finelis work? Well, it’s as simple as that!
Based on your objectives and budget, we’ll propose something that can be immediately activated in-house. You’ll have a real sales acceleration program in your hands!
We’re not just another commercial marketing agency. In fact, a commercial marketing agency like the one you have today used to be unheard of.
Before COVID-19, there were five or six of us in Europe doing what we do for B2B companies. After COVID, we are 200. It’s funny, there are 195 new companies that have arrived by chance and say they have 20 years’ experience… You be the judge…
In short, there are at least five good-quality companies on the market, at least in Western Europe. Of course, there are some very good ones, but there aren’t many of us.
I’ll use the parallel of the bakery as an example. In 2018 on BFM, I mentioned a recipe. When you go to a restaurant, you want to have a dish that tastes good, otherwise you’re not satisfied.
Even if the ingredients are good, even if the proportions aren’t right, you won’t be satisfied.
Quote: “We’re not a bakery that has to sell off the stock it made that morning, which will expire in a few hours”.
It’s the same in commercial outsourcing. You have people, you have processes, you have tools, you have methods. You mix it all up and you’ve got your recipe.
And then it must be good. The meeting must go well, the sale has to be made at some point.
It’s not enough to have the best people on your team or the best tools. If the tools aren’t used properly and the best people aren’t motivated because they don’t want to work on these subjects, the result won’t be up to scratch, it won’t be positive.
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🔍 Outsourcing of sales management: Qualitative solution and not an