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At Finelis, with an experienced team and excellent processes, we can cover all your sales channels as well as your marketing and CRM needs.
This coaching teaches you to master and effectively apply the BANT methodology revisited by Finelis. This methodology is one of the most widely used for qualifying prospects from the start of the sales process through to its completion. While obtaining the Budget can be challenging, the elements of Authority, Need, and Timing are accessible and crucial for succeeding in your sales.
Sales methodologies in Europe, just like in the United States, vary considerably depending on industry sectors and company cultures. However, some approaches have gained international recognition and are widely applied. As for the difficulties encountered in applying these methodologies in Europe, several factors can be the cause:
Cultural Differences: Europe is a diverse continent with many cultures, languages, and business practices. What works in one country may not be as effective in another, requiring local adaptation.
Regulations: Europe has strict regulations regarding commerce, data protection, and labor relations, which can complicate the adoption of certain aggressive business practices common in the United States.
Training and Education: Educational systems in Europe tend to be very theoretical and may not provide as extensive practical sales training as in the United States. This can slow down the adoption of new business methodologies.
Economic Perspectives: European markets may be more saturated or less dynamic than the American market in terms of economic growth, which affects how companies invest in sales training and innovation.
Each region needs to adapt methods to its specific context to maximize effectiveness while respecting local standards and client expectations.
At Finelis, our leader Jean-Charles Spanelis trained with the Anglo-Saxon “Blue Sheet” of Miller Heiman in his early career, especially when he transitioned from service sales to selling financial software sometimes costing several hundred thousand euros per year to end-users. The “Blue Sheet” is an integral part of the strategic selling method known as “Strategic Selling”. It is essentially used to help salespeople organize and track detailed information on major sales opportunities. This process is designed to identify key decision-makers, understand internal influences within client organizations, and align sales strategies with the client company’s broader objectives.
Importance of the Methodology
Miller Heiman’s methodology is particularly valuable in B2B sales environments where purchase decisions are complex and involve multiple stakeholders. It enables salespeople to navigate complex situations effectively and increase their chances of success by aligning their proposals with the strategic needs of the client.
In a European or global context, adapting and applying methodologies like Miller Heiman’s can help companies, especially SMEs, structure their sales approaches more professionally and strategically, while enhancing their market competitiveness.
Miller Heiman’s methodology can be seen as a more comprehensive approach that provides a framework for organizing and managing complex information around major accounts and complex sales. It is particularly suited for environments where multiple decision-makers are involved and a deep understanding of the client’s organizational structure is necessary. In this sense, it can effectively complement other methodologies that may be more focused on individual seller-client interactions.
In the context where European startups are heavily investing in AI and automation and need sales methods that maximize meeting efficiency through personalization and sales psychology, several sales methodologies might be particularly suitable. These approaches not only respect Europe’s cultural and linguistic specifics but also leverage technologies like AI and ChatGPT to optimize sales processes:
SPIN Selling
This method, developed by Neil Rackham, focuses on four types of questions (Situation, Problem, Implication, Need-Payoff) to better understand and address the client’s specific needs. SPIN Selling helps salespeople prepare their meetings by identifying key points that will influence the client’s decision-making, allowing for a deep personalization of the sales approach.
Solution Selling
Solution Selling is particularly useful for startups offering innovative products or services. This method emphasizes solving specific problems faced by clients by identifying and addressing their underlying needs rather than focusing primarily on product features. It promotes a deep understanding of the client, which is crucial for effective personalization.
The Challenger Sale
Based on research from the Corporate Executive Board, this method is suitable for environments where the salesperson often needs to educate the client about new or complex solutions. The “Challenger” challenges the client’s preconceptions and uses a deep understanding of client needs to reframe the problem and present a relevant solution. This method uses powerful, personalized insights to convince clients, which is enhanced by AI to analyze client data and generate relevant insights.
Account-Based Selling
This approach is ideal for startups operating in B2B markets with long and complex sales cycles. It involves meticulous account segmentation and creating highly personalized messages based on the characteristics and specific needs of each account. AI and automation tools can help scale this personalization by quickly analyzing large amounts of data to identify opportunities and optimal strategies.
MEDDIC
MEDDIC is particularly useful for startups whose products require a clear justification of return on investment (ROI). By focusing on Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion, MEDDIC guides salespeople through thorough preparation and ensures that all bases are covered to maximize meeting effectiveness.
Miller Heiman’s Strategic Selling with “Blue Sheet”
Miller Heiman’s method, often used with the “Blue Sheet,” is essential for complex sales involving multiple decision-makers. It helps salespeople map out decisions within the client organization and align their strategy with the client’s broader objectives. This approach is enhanced by using AI for deeper analysis of client data and decision dynamics.
Integration of AI and ChatGPT
The use of AI and technologies like ChatGPT can amplify the effectiveness of these methodologies by providing predictive analytics, personalized recommendations, and support for meeting preparation. AI can automate the collection and analysis of data on client preferences and behavior, while ChatGPT can help generate personalized sales scripts or respond to questions in real-time during meeting preparations.
For European startups, choosing a methodology that aligns technology, personalization, and psychological understanding of the client is crucial to maximizing sales effectiveness and achieving sales objectives in a multilingual and culturally diverse environment.
Understanding the basic principles of the BANT methodology.
Learning to adapt BANT to your specific business context.
Developing techniques to quickly gather information on Authority, Need, and Timing.
Improving lead qualification and increasing conversion rates.
Optimizing each step of the sales process with precise strategies.
Note: All methodologies are applicable with Finelis. However, for SPIN Selling, Finelis must appoint one of its SPIN Selling certified partners, who are the only ones authorized to certify clients on this method (developed by Neil Rackham). In fact, at the time we are updating this page, only two experts in France (excluding Finelis Coaching) are known to be authorized to intervene, which suggests significant potential in France and more broadly in Europe…
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Personalized Coaching Support
Each participant in the “Mastering the BANT Methodology (Budget, Authority, Need, Timing) Revisited by Finelis” coaching program will benefit from personalized support from a strategic sales expert coach. This support is designed to provide continuous and tailored guidance throughout the program, ensuring that each participant maximizes the benefits of the coaching.
Personalized Support: Each participant will be assigned a dedicated coach who will guide them throughout the program. The coach will be available to answer questions, provide constructive feedback, and help overcome specific challenges faced by the participant.
Individual Coaching Sessions: Regular one-on-one coaching sessions will be organized to discuss progress, goals, and personalized strategies. These sessions will allow the coaching content to be adapted to each participant’s specific needs.
Discussion Groups and Interactive Workshops: In addition to individual sessions, participants will have the opportunity to join discussion groups and interactive workshops to exchange ideas, share experiences, and learn from one another. These group sessions will foster collaborative learning and practical application of the concepts taught.
Methodology Used During the Coaching
The methodology utilized in this coaching program combines theoretical and practical approaches to ensure a comprehensive understanding and effective application of strategic sales concepts.
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This integrated and comprehensive approach ensures that participants not only gain a theoretical understanding of strategic sales concepts but also develop the practical skills needed to apply them effectively in their careers.
At the end of the “Mastering the BANT Methodology (Budget, Authority, Need, Timing) Revisited by Finelis” coaching program, participants will have developed and created several tangible and useful deliverables that will demonstrate their understanding and ability to apply strategic sales concepts. These deliverables will be practical tools they can use in their daily work to enhance their sales performance.
Deliverables Created by Participants at the End of the Coaching:
Practical Guide to the Revised BANT Methodology:
Specific Action Plans for Each BANT Element:
Tools and Methods for Optimizing Lead Qualification:
Examples of Specific Coaching Deliverables:
BANT Application Guide:
Strategic Plans for Securing Budget, Authority, Need, and Timing:
Tracking and Adjustment Reports:
These deliverables will enable participants to showcase their expertise in strategic sales and provide them with concrete tools to enhance their performance and achieve their sales goals. By working on these deliverables, participants will directly apply theoretical concepts in practical contexts, reinforcing their learning and boosting their confidence in their sales skills.
The complete format of each program (Session 1 – 45 min, Session 2 – 45 min, Session 3 – 30 min feedback & debrief) is ideally suited for executives, sales managers, and marketing professionals to accelerate their sales and help them make optimal decisions.
We can organize group sessions, but we limit them to 5 participants for maximum effectiveness and interactivity.
This program can be launched during peak periods as well as during quieter times, including summer.
Reserve your session via this link: [Reserve Your Session]
Each coaching session consists of a theoretical part where concepts are explained in detail, followed by a practical part with exercises and simulations. Participants have the opportunity to ask questions and receive real-time feedback.
There are no formal prerequisites for this coaching. However, prior experience in sales or business management is a plus.
All sessions are recorded and made available to participants. If you miss a session, you can watch it at your convenience.
Yes, each participant will receive detailed course materials, case studies, explanatory videos, and practical tools to use during and after the coaching.
In addition to the coaching sessions, participants have access to online discussion forums, additional resources, and Q&A sessions with the coaches.
You can register online via our website or by contacting our team via email or phone. Once your registration is confirmed, you will receive all the necessary information to start the program.
We offer a 14-day trial period. If, for any reason, you are not satisfied with the coaching, you can cancel your registration and receive a full refund within this period.
Yes, we strive to make our training accessible to everyone. Please contact us to discuss your specific needs so that we can tailor the program accordingly.
This coaching will provide you with lasting skills in strategic sales, significantly enhancing your efficiency and performance. You will also benefit from an extensive professional network and ongoing resources to support your professional development.
This practical information will help you plan and prepare for your participation in the coaching, ensuring you have all the resources and support needed to succeed.
Jean-Charles Spanelis has over 20 years of experience in strategic sales. Having held leadership positions in several renowned companies, he has developed deep expertise in sales management, business development, and negotiation. Jean-Charles is known for his ability to craft and implement complex sales strategies tailored to both B2B and B2C environments.
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Clients of All Sizes in France, Europe, and Beyond:
Innovative startups needing to develop their sales and large international groups requiring team advancement.
Creating and nurturing a steady flow of leads remains a major challenge for any business, regardless of its size, from its inception to its growth phase.
We are here to help with that. Let’s connect to assess how we can work together!
At Finelis, with an experienced team and excellent processes, we can cover all your sales channels as well as your marketing and CRM needs.