A warm up module to sales people attending the Selling to Senior Executives Workshop

1. Selling To Senior Executives
Why We Need To Change

2. Changing Sales Environment
The sales environment in which we
learned to operate no longer exists due
to high-impact CHANGES.

3. The Perception:

4. What changes are affecting
your market place and the way
you sell?

5. Dynamic Changes in the:
Market
Buyer
Seller
Economy

6. Mergers & Joint Ventures
Singtel + Optus
IBM + PWC
Oracle + Siebel
Oracle+ SUN
HP + EDS

7. Mega Mergers
Pharmaceuticals
Hoechst + Rhone Poulenc + Rorer =
AVENTIS
Bristol Myer + Squibb + Sandoz + Ciba =
NOVARTIS
July 2002 Pfizer + Pharmocia
$60 Billion Merger

8. How Far Can Mega Mergers Go?
2006 - Six Mega Pharmaceutical Companies with 80% Market Share

9. Mega Mergers

10. TQM = Less Suppliers
10,000 10,000
9,000
5,500
5,000
3,000 3,000
2,000
500
180
Motorola DEC GM Xerox Barclays
Bank
Before TQM
After TQM and Business
Process Re-engineering
Concurrent Marketing by Frank V. Cespedes, Harvard Business School Press, 1995

11. New Type of Customer
• More knowledgeable
• More analytical
• More demanding
• Gives more strategic
information

12. The Internet
Customers can now conduct their business:
 Any time
 Any place
 Any information
 In any language

13. The Middle Man
Sales people are middlemen.
Unless we offer significant value to the
customer beyond communicating
information, our entire profession is in
jeopardy. by Barbara Geraghty
Visionary Selling

14. Collapse Of The Middle
Leveraged Geographic Strategic Leveraged Geographic Strategic
Distribution Sales Organization Account Teams Distribution Sales Organization Account Teams
BEFORE NOW
Adapted from Value Migration by Adrian Slywotzky, Harvard Business School Press, 1997

15. The Economy

16. The China Factor

17. The Unexpected

18. Government Regulations

19. The Perception:

20. The Reality:

22. ‘WHAT CAN WE DO?’

23. Consultative Selling Is…
• Based on empirical research
• About selling value at the executive level.
• A process which is a multi-step methodology that is
teachable, repeatable, structured, consistent, sequential, an
d manageable.
• Composed of five sub-processes.

24. Selling To Senior Executives
1. Executive Access 2. Establishing
Credibility
5. Value Management 3. Defining Your
Business Value
4. Executive Level
Presentation