Net Protections held the second cross-business sales workshop, attended by approximately 100 employees. Adviser Shimobefu Toshiya (下別府 俊也), formerly of Sumitomo Mitsui Trust Bank, spoke on proposal-based sales to enterprise companies and shared practical insights.
The cross-business sales workshop was held with the aim of expanding transactions with existing customers while acquiring enterprise customers, with approximately 100 people participating both on-site and online. The theme was proposal-based sales to enterprise companies, and the workshop was intended to share expertise as company-wide collective knowledge.
The speaker was Adviser Shimobefu Toshiya (下別府 俊也), who served as Senior Managing Executive Officer at Sumitomo Mitsui Trust Bank and is now a corporate adviser to Net Protections. Drawing on his experience, the adviser discussed the characteristics of enterprise customers and NP's potential, with a focus on practical issues in the field, including challenges in the payments sector and how to structure proposals.
Among the strengths highlighted by NP were a credit approval rate of more than 94% and an unpaid rate of 0.32% or lower. The importance of conveying these figures as persuasive metrics to decision-makers at large companies was explained. It was also said that how strengths are communicated, particularly the skill of linking them to the counterparty's management issues, is more important than time allocation, and that imagining the next two or three steps and preparing accordingly is key to making proposals.
The Q&A session became more active in the latter half, with a wide range of questions on the differences between salespeople who achieve results and those who do not, building relationships with management, and how to respond when rejected. The speaker answered with examples from practice. Participants expressed a desire to apply what they had learned to preparing proposal materials, and further cross-business sessions are planned.