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An introduction to sales 3.0

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An introduction to sales 3.0

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An introduction to sales 3.0

  1. 1. Introduction to Sales 3.0 and The New Selling. ! ! 1
  2. 2. The world is changing. ! 1
  3. 3. ! Customers talk to each other about you and about your products. ! ! 1
  4. 4. ! And about how it is to do business with your company. ! ! 1
  5. 5. Customers explore up to 70% of information about products online before talking to a potential supplier. ! ! ! 1
  6. 6. ! Your sales reps are no longer in charge of the selling process. ! ! 1
  7. 7. ! Unsollicited sales visits and phone calls are experienced as intrusive. ! ! 1
  8. 8. ! This is what happens every 60 seconds every day… ! ! 1
  9. 9. ! And still some companies are putting sales people on the road. ! ! 1
  10. 10. ! Sending them out on a wild goose chase for prospects without any preparation. ! ! 1
  11. 11. ! While most of the selling is now done in the cloud and at a much different pace with completely different rules. ! ! 1
  12. 12. ! Operating the double funnel sales process. ! ! 1
  13. 13. © Steve Blank
  14. 14. ! Some tips to become successful in Sales 3.0 and The New Selling. ! ! 1
  15. 15. Pull traffic in stead of pushing messages.
  16. 16. Nurture leads by building trust.
  17. 17. Build trust by sharing information.
  18. 18. Help the customer to cover the 30 to 70% of the exploration process without asking for too much engagement.
  19. 19. ! Provide those 148 pages of information and data for the customer to read! in 45 website visits over 4 months time.
  20. 20. ! Because in the end he is going to order that $ 40.000 swimming pool online with one click without ever seeing a sales person at all.
  21. 21. Tell good stories to keep attention going.
  22. 22. A story is remembered by 63% of your audience. A statistic by just 5%.
  23. 23. There is no excuse for being boring.
  24. 24. Use a well designed architecture of social media, web presence, lead tracking tools and CRM to nurture, monitor and manage the selling process.
  25. 25. Consider the initial sale as the first step in a long term relation.
  26. 26. Consider the first sale as the first step in a long term relation.
  27. 27. Use customer centric, customer driven and customer co-operated value delivery.
  28. 28. Enure superior supply chain mastery.
  29. 29. Go for truly exceptional customer experiences.
  30. 30. From conception to results an average Sales 3.0 project requires 8 to 18 months.
  31. 31. And it will require you to rethink your business model, your organisation and the role of your sales, marketing and customer service department.
  32. 32. Do you see the possibilities? ! 1
  33. 33. Sales 3.0 ! Lead. ! Follow. ! Or get out of the way.! ! 1
  34. 34. Turning opportunity into sales results. ! 1 Business! remodelling Organisational consulting Sales process design Commercial performance improvement ! patrick.maes@cpi-consulting.eu ! Twitter @patrick_cpi! www.cpi-consulting.eu About CPI
  35. 35. Thank you for your time

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