Marc De Decker's path to becoming a sales consultant at Decode, a software development company in Cape Town, has been anything but conventional. From film school to mountain biking videography to selling bikes and parts, Marc's diverse experiences have shaped his unique perspective on sales, particularly in the tech development space.

A Winding Road to Software Sales

Marc's sales journey began unexpectedly after a severe injury sidelined him from his film production studies. "I got injured quite badly," he recalls. "During the last third of those 10 months [of recovery], my mother was saying, 'Listen, you've got to get a job.'" And so, he found himself working in sales at a local bike shop.

What started as a temporary gig turned into a fortuitous career shift. Marc's tenacity and ability to build relationships propelled him through various roles in the cycling industry, from sales rep to store manager. Along the way, he honed his skills in customer experience, expectation management, and understanding the nuances of business-to-consumer (B2C) sales.

The 80-20 Rule: You Don't Have to Keep Everyone Happy

One of the most valuable lessons Marc learned was the 80-20 rule: the idea that 20% of your customers account for 80% of your revenue. "It's not physically possible to offer 11 out of 10 service to everyone," he explains. "You'll burn out."

Instead, Marc advocates for consistently providing a solid 7 out of 10 experience. "It's better to manage expectations and deliver consistently than to over-promise and under-deliver," he says. This philosophy has served him well, particularly in the high-stakes world of software development sales.

From In-Store Sales to Tech Development: A Shift in Perspective

While in-store sales often revolve around convenience and reducing friction for customers, tech development sales require a different approach. "In B2B, a lot of the time, the person trying to procure the product or service from you is basing their decision on fear," Marc explains.

Clients in this space are primarily concerned with not looking bad in front of stakeholders or costing the company money due to a failed project. As a result, building trust and demonstrating expertise becomes paramount. "You need to instil a sense of trust and ensure that they understand that you are the experts," Marc advises.

This transition from B2C to B2B sales was a learning curve for Marc, but one that he navigated with his trademark adaptability and keen understanding of customer needs.

The Value of Consistency and Empathy

Throughout our conversation, I was struck by Marc's emphasis on consistency and empathy as key drivers of success in sales. "If both sides of the camp had more empathy for what the other side requires, and that mutual respect, then they would struggle less to speak the same language," he says, referring to the often-strained relationship between designers and developers.

Marc's ability to understand and appreciate the challenges faced by various stakeholders has undoubtedly contributed to his effectiveness as a sales consultant at Decode. As someone trying to navigate the sales landscape in the tech space myself, I found his insights incredibly valuable, particularly the importance of managing expectations and delivering a consistently high level of service.

Final Thoughts

Marc De Decker's unconventional journey has equipped him with a unique set of skills and perspectives that serve him well in his role in business development and sales at Decode. By consistently showing up for clients, understanding their fears and needs, and fostering empathy between stakeholders, he exemplifies the mark of a true professional in the tech development sales space.

For those of us navigating similar waters, Marc's experiences offer valuable lessons on the importance of consistency, expectation management, and building trust through expertise and open communication. Success in sales, it seems, is not just about closing deals but about creating lasting relationships built on mutual understanding and respect.