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An introduction to sales 3.0
1.
Introduction to Sales
3.0 and The New Selling. ! ! 1
2.
The world is
changing. ! 1
3.
! Customers talk
to each other about you and about your products. ! ! 1
4.
! And about
how it is to do business with your company. ! ! 1
5.
Customers explore up
to 70% of information about products online before talking to a potential supplier. ! ! ! 1
6.
! Your sales
reps are no longer in charge of the selling process. ! ! 1
7.
! Unsollicited sales
visits and phone calls are experienced as intrusive. ! ! 1
8.
! This is
what happens every 60 seconds every day… ! ! 1
9.
10.
! And still
some companies are putting sales people on the road. ! ! 1
11.
12.
! Sending them
out on a wild goose chase for prospects without any preparation. ! ! 1
13.
14.
! While most
of the selling is now done in the cloud and at a much different pace with completely different rules. ! ! 1
15.
16.
! Operating the
double funnel sales process. ! ! 1
17.
© Steve Blank
18.
! Some tips
to become successful in Sales 3.0 and The New Selling. ! ! 1
19.
Pull traffic in
stead of pushing messages.
20.
Nurture leads by
building trust.
21.
Build trust by
sharing information.
22.
Help the customer
to cover the 30 to 70% of the exploration process without asking for too much engagement.
23.
! Provide those
148 pages of information and data for the customer to read! in 45 website visits over 4 months time.
24.
! 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.
25.
Tell good stories
to keep attention going.
26.
A story is
remembered by 63% of your audience. A statistic by just 5%.
27.
There is no
excuse for being boring.
28.
Use a well
designed architecture of social media, web presence, lead tracking tools and CRM to nurture, monitor and manage the selling process.
29.
30.
31.
Consider the initial
sale as the first step in a long term relation.
32.
Consider the first
sale as the first step in a long term relation.
33.
34.
Use customer centric,
customer driven and customer co-operated value delivery.
35.
Enure superior supply
chain mastery.
36.
Go for truly
exceptional customer experiences.
37.
38.
From conception to
results an average Sales 3.0 project requires 8 to 18 months.
39.
And it will
require you to rethink your business model, your organisation and the role of your sales, marketing and customer service department.
40.
Do you see
the possibilities? ! 1
41.
Sales 3.0 !
Lead. ! Follow. ! Or get out of the way.! ! 1
42.
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
43.
Thank you for
your time
Download now