salesmen 3.0 stop selling ice to eskimos!...the times, they are a-changing… • sales 1.0:...
TRANSCRIPT
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Salesmen 3.0
Stop selling ice to Eskimos!
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An Alaskan
• Multi-culturalist:
worked for 5 nationalities
• Multi-profiler:
sales, marketing & management
• But sorry, not an accountant…
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Identikit
But not in a classical way…
6 offices 85 employees
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The times, they are a-changing…
• Sales 1.0: marketing vs. sales, black box selling, sales the lead
• Sales 2.0: CRM, efficienty & effectivity, marketing leads to start selling
• Sales 3.0: Better technology, conversation manager supporting sales
• Disruptive selling:
• Client takes the lead
• Everybody has a client relation
• Sales, marketing & customer service integrated in one sales proces
1997
2007
2017
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Profiles in transition: All Accountants Marketeer?
• Accountancy = experience + science + emotions
The increasing importance of the right brain:
• Listening to the client
• Showing emotions
• To see the global picture
• Making associations
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Profiles in transition: the evolution
Advisor Coach Networker
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Complementary of
Accountancy and Sales&Marketing
Accountancy Sales&Marketing
Numbers Words
Black and white Fifty shades of grey
Facts Emotions
Cooperation = creating added value
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The salesman’s role
Create personae:
- Customer Journey
- Value delivery
No die hard sales but coach:
- Stop selling, start helping
- Networking
- Mediator
- Co-learning
Setting up Alliance: United we stand
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Profile of the new salesman
Triple A model: The new selling
Authenticity Helping the client, be there for the client
Accountability Cost to sell and cost to serve, economical
Agility Being flexible in continuous transition
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Your future Salesman?
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EQ
Generalist
Reliable
Be memorable
FlexibleCommercial
skills
Technology
skills
Trust
Learning
Competences of the salesman
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• Disruptive selling: no walls to redesign sales
• Sales, marketing & customer service = 1
• Online coaching: ex www.Gong.Io
• Applification : Facilitated by marketing technology
Management:
Change the old, bring in the new
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Management:
Change the old, bring in the new
Marketing
• Responsible
• Lead generation
• Sales nurtering: MQL to SQL
Sales
• Leads toprospects
• Less visits
• Communication by soc media etc
Customer service
• Manages therelationmanagement
• Actions, propositions
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Management: Objectives & Key
Results (OKR)
Company Objective
KR1 KR2 KR3
Team Objective
KR1 KR2 KR3
Team Objective
KR1 KR2 KR3
www.Weekdone.com : PPP
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The integration of the salesman
Obstacles
• Values
• Price setting
• Recruitment
• Lack of marketing automation
Success
• Open culture
• Mixed profiles
• Decision-making
Advantages
• New alliances
• New dynamics
• New businesses
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Challenges of the salesman
Preparation Proposition Closing
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• Step by step introduction of changes
• Bringing singularity in marketing, sales
and customer service
• Data driven decisions (ex:www.crystalknows.com)
• Digital becomes human
• Internet of things
Conclusion: dynamic disruption
and perpetual readiness
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Turn opportunity into sales results!
Succes