Last week you and some colleagues had a detailed briefing for a new client, a nationwide accounting firm. This was at their location and you met everyone there that you will be working with, the intention is to approach the top 500 companies in the Netherlands. This morning a call session was scheduled together. With 2 colleagues from Vendere and with 3 account managers from the client. You have prepared this well, you are sitting in the specially equipped together call office. The account managers will listen in on the calls you and your colleagues make on their behalf. After 3 contact attempts, you have already had a nice conversation. The account manager who was listening in praises you to the skies and asks why you didn't make an appointment. You explain that it is still too early and that you only want to make appointments where there are concrete sales opportunities for him. You also show him how important it is to make a good report of this conversation so that the next time you speak to them you will be well prepared. Two months later you make the appointment. The client is super excited.

Over a nice lunch with the client in the Vendere Lounge, you discuss the session. You get some more (substantive) tips and motivate the account managers during a final game of pool billiards to come by more often. Involvement leads to more knowledge and success, you know that from experience.

After lunch you return to your own workplace, where your regular colleagues inquire whether your morning was successful. You start up your PC and, in the meantime, are handed a delicious fresh cappuccino by a colleague. First, you briefly update the mail for one of your clients. Because that's what you do; you have your own mail account from your client, with which you can send professional e-mails to potential clients directly yourself.
You cheer when you see that a prospect you've been chasing for a long time has responded to your mail proposing an appointment. You immediately call your client's sales manager to share this good news. She is overjoyed, because she herself has been trying to get in to this party for years. Without success. And now you succeed! You neatly work out the appointment and forward it to the sales manager.

At 14:00 an internal coaching is scheduled, you are going to listen back to conversations you have had with 3 colleagues and a trainer. Exciting and educational to hear yourself. It immediately becomes clear that you can say or ask some things differently.

The last 2 hours of your day are spent on commercial follow-up for one of your larger clients (a listed software manufacturer, for which you approach SMEs). You have done a lot of great deals for this company over the past 4 years. Many orders have fallen but there are also some engagements that never led to a concrete or definitive "yes" or "no." You are now going to call these companies, some of which you have been in contact with by phone for 2 years before you made the first appointment, again. With some you find out that the decision had been postponed for some time, but that now the time is right. You immediately schedule a follow-up appointment in the salesperson's calendar and make sure he receives your neatly just-crafted notes. When 4 months later this follow-up appointment has become an order, the salesperson sends you a delicious cake to thank you.

Satisfied, you close your PC, greet your colleagues and go out for a pleasant evening.