1. Selling the new selling to
the CEO
!
1

2. A short summary of what
the new selling is all
about.
!
1

4. © Steve Blank

5. Pulling traffic in stead of
pushing messages.

6. Nurturing
leads by
building trust.

7. Building trust by sharing
information.

8. Helping the customer to
cover 30 to 70% of the
exploration process with
your information before
ever talking to a sales
person of your company.

9. How to sell this to a CEO
who has made his carreer
and reputation with
traditional sales.
!
1

10. In the days when companies were built by sales people
hunting down clients and forcing them to comply to quota.

11. 1
What’s on the CEO’s
mind!
?

12. 1
Results today. !
Results tomorrow. !
Results in 12 to 18 months

13. Only 16% of CEO feel that Social
Media is one of the top ways to
engage customers today.
© IBM study on CEO and social media

14. From conception to results
an average new selling
project project requires 8
to 18 months to implement.
Bad news for those
who expect results
tomorrow.

15. Selling The New Selling to
the CEO or the Board is not
about selling social media or
content marketing projects.

16. Nor about the sales
marketing divide and
who should take the
lead.

17. It is all about unleashing
the opportunities of
disruptive business
modelling.

18. And about results waiting
to be harvested.

19. Like this…

21. And preferably even
more like this…

23. So put The New Selling
into perspective.

24. ©Brian Solis

25. Talk about possibilities to
affect revenue, cost
reduction and
shareholder value.

26. Ability to
significantly
improve
business
results.
Impact on
customer
loyalty and
business
recurrence
Reduction of
the cost of
customer
engagement
.
Ability to
outsource
part of core
business
processes to
the customer

27. Ability to
significantly
improve
business
results.
Impact on customer
loyalty and business
recurrence
!
• Recurrent customers !
• Known customer
purchase paths !
• Customer advocacy ! !!!!!
!!!!!
Direct impact on recurrent
Ebita and on business
valuation
Reduction of the cost
of customer
engagement.
!
• Reduction of cost to
sell!
• Accountability of
marketing spending!
• Predictability of
marketing spend ! !!!!!
!!!
Reduction of costs and
demonstrated relation
between spending and
results
Ability to outsource
part of core business
processes to the
customer
!
• Customer self
exploration of
features !
• Customer self
support in filling in
forms and profiling !
• Peer to peer support ! !!!!!
!!
Reduction of cost to serve
and opportunity to reduce
headcount

28. Do you see the possibilities?
!
1

29. Business 2020 !
Lead. !
Follow. !
Or get out of the way.!
!
1

30. 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

31. Thank you for your time