#339 NELSON NKOUKA PINTO MOREIRA : LES SECRETS D’UNE VENTE QUI SIGNE

from KALIMANJARO - Le Podcast des ambitieux · host KALIMANJARO

💡 Nos sponsors ▶️ Cliquez sur le lien suivant pour plus d'informations sur le cabinet de patrimoine VERT AILLEURS : https://airtable.com/appGYb1VFlHiK7Xa8/shrrSnzpVZaBOBZKw ▶️ Cabinet de gestion de patrimoine VERT AILLEURS : https://stephanierenier.my.canva.site/ ▶️ Kali Business Club : https://kalibusinessclub.com Vendre, c’est d’abord comprendre la douleur du client, pas réciter son produit. 🎯 Dans cet épisode Kalimanjaro Expert, Nelson Nkouka Pinto-Moreira (Transformation commerciale B2B) livre une masterclass de vente consultative : poser les bonnes questions, qualifier vraiment, adapter son process au contexte (B2C, B2B, grand compte, pays), identifier un champion, et chiffrer l’impact business pour justifier le prix. Il démontre pourquoi parler produit trop tôt fait perdre des deals, et comment la qualification conditionne tout le pipeline (taux de transfo, cycles, priorisation du temps). Au programme : MEDDICC (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain et Champion), différence slides rassurants vs vendre la valeur, gestion des deadlines réglementaires (RGPD & co), et stratégie “start small → land & expand” pour signer vite puis étendre (contrat-cadre). Un épisode éducatif et actionnable pour fondateurs, commerciaux et solopreneurs qui veulent qualifier mieux, négocier moins et closer plus intelligemment. 📍 Suivez Nelson Nkouka Pinto-Moreira 🔗 LinkedIn : https://www.linkedin.com/in/nelson-account-executive/📲 Suivez Kalimanjaro Podcast 🔗 Instagram : https://www.instagram.com/kalimanjaro_podcast 🔗 Spotify : https://open.spotify.com/show/2i64l6H32jWNfO1I1s1l3g 🔗 Apple Podcast : https://podcasts.apple.com/fr/podcast/kalimanjaro-le-podcast-des-ambitieux/id1532619060 📲 Suivez Black Network 🔗 Instagram : https://www.instagram.com/blacknetwork_officiel/ 🔗 Nous rejoindre : https://blacknetwork.fr/ 📍 Studio d’enregistrement 🔗 LFL Studio : https://www.planfy.com/page/les-freres-lumiereHébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

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This episode was published on November 16, 2025.

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