The document discusses issues with the current B2B sales process and proposes viewing it as a complex adaptive system to drive more innovation. It suggests using a horizon-based portfolio management approach to prioritize customers and focus resources. Implementing these ideas could help sales organizations better understand their business systems and adapt to provide more value for customers.

1. B2B Sales… Ready for an Innovative Approach? Northwestern University MSC 515 - Innovation Strategy & Management Final Project December 5 th , 2008 Presented by Coley Perry

2. YOU This is what a B2B sales transaction looks like today! You may get out of the traffic jam, but it is frustrating, complicated, confusing and does not always create the value that buyers and sellers want!

3. The Good, The Bad and the Ugly

6. Seller vs. Buyer – “Let the Sale Begin!” King John of France surrendering himself at the Battle of Poitiers - 1356 Q: “Why does someone always have to be France in a B2B Sales Transaction?” - Coley Perry A: “Because we always cut the ends off of the ham, that’s just what we do” - Rob Wolcott’s Family

8. Trouble is here

9. So is opportunity

10. In search of a new world… in B2B Sales With the blessing, support and authority of the leaders in the castles, Columbus sets sail with his three ships, the Nina, the Pinta, and the Santa Maria…

11. What if we looked at B2B sales a different way?

13. Source – Mary Corrigan – Tracking the Wisdom – www.trackingthewisdom.com Think of B2B Sales as a C omplex A daptive S ystem…

19. An Innovation Opportunity for Seller Organizations…

20. A new horizon for B2B Sales Pipeline Management

24. Questions-------------------------------?