the new role of sales in a digital world
TRANSCRIPT
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CONTENT. SOCIAL MEDIA. REVIEWS. COMPARISONS. CUSTOMERS TODAY HAVE ALL THE POWER.
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THEIR RESEARCH PHASE IS INCREASING, EVEN FOR LOW INVOLVEMENT PRODUCTS.
32% 44% 64%
Source: GfK 2013 | Understanding consumer journeys + SiriusDecisions
60-80%
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NEW CUSTOMER EXPECTATIONS
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TODAY, BUYERS WANT INSTANT GRATIFICATION (AND NOT ONLY IN B2C) The rise of real-time communication
Buy buttons in social media
Ever faster logistics & instant delivery
3D Printing
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TODAY WE USE SOFTWARE AND
ALGORITHMS TO BUY STUFF
:::
DIGITAL ASSISTANTS PREDICTIVE BUYING
INTERNET OF THINGS :::
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YOUR REACTION?
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BUYERS WAIT UNTIL THEY HAVE COMPLETED 60-80% OF THEIR RESEARCH BEFORE REACHING OUT TO VENDORS SiriusDecisions
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PEOPLE GO THROUGH 67% OF THE DECISION MAKING PROCESS BEFORE INTERACTING
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BY 2020 CUSTOMERS WILL MANAGE 85% OF THEIR RELATIONSHIP WITH A BUSINESS WITHOUT TALKING TO A HUMAN BEING.
Gartner
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DO WE STILL NEED SALES PEOPLE?
CHANGES ARE HAPPENING TO SALES ACROSS THE SPECTRUM
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SALES HAS LOST THE MONOPOLY TO THE
CUSTOMER RELATIONSHIP
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LET’S RETHINK THE ROLE OF SALES
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SALES MUST ADD VALUE ALONG THE CUSTOMER LIFE-CYCLE
THE CUSTOMER JOURNEY IS STILL THE SAME. BUT TODAY, IT HAS BECOME MUCH MORE COMPLEX.
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HOW CAN SALES ADD VALUE ALONG THE CUSTOMER LIFE-CYCLE?
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Discuss buyer persona's Craft the journeys on paper & discuss Analyze journey and redesign the sales funnel • discover new points of
differentiation • define added value of sales and
marketing • track down barriers and remove
BY SHIFTING THEIR MINDSET FROM SALES CENTRIC TO BUYER CENTRIC
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Sales enablement content • knowledge base • buying journey aligned • curated content
Capturing behavioral data
BY HELPING CUSTOMERS, THROUGH CONTENT
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Train to listen, share, converse, engage New tools • social CRM • social sharing
Social business leadership and employee coaching program
BY BEING SOCIALLY 'SWITCHED ON’
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Content & channel engagement signals – immediate / history / data-driven triggers Launch personalized marketing actions by sales Tools • CRM, BI & marketing automation
technology • Predictive analytics engines
BY ACTING UPON DATA & ONLINE BUYING SIGNALS
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New behavior and high value behavior tracking and signals to sales teams Shift from manual to automated sales enablement fulfillment of content Build interest profiles & get content recommendations
BY ENGAGING ‘IN CONTEXT’
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Sales becomes part of the Content Creation process
Sales supports the creation of marketing actions
Set-up lead qualification criteria and lead recycling programs
BY CLOSELY WORKING WITH MARKETING
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Insight in what content has been consumed, and what not Provide more focused content • alert customers about content
they missed • bring stories / tools / demo’s
USING CONTENT TO FACILITATE THE CLOSE
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Need for people understanding
awareness creation
Need for people understanding lead nurturing
Need for people understanding
data management
and automation
Need for people understanding
the art of negotiating and
closing
Model 1 Marketing and sales as communicating silo’s with strict rules related to lead transfer, follow-up and reporting.
Model 2 Marketing in the lead of the selling process and sales as special intervention team.
Model 3 Integrated customer engagement department with sales, marketing and automation specialists working together or revenue generation
Organisational
concepts
AND FINALLY, BY RE-ORGANIZING SALES AND MARKETING RESOURCES
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WRAP-UP
Customers lead. Digital disrupts.
You’ll need new skills & new Technologies
Sales adds value. Along the life-cycle.
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GET IN TOUCH
www.invisiblepuppy.com