The document discusses a new approach to sales called "effective provocative selling" for telecom OEMs facing increased competition and market changes. It emphasizes gaining insights into clients' strategic needs and challenges in order to drive new opportunities. Provocative selling is presented as going beyond conventional consultative approaches to challenge clients' thinking and address unacknowledged issues. Examples are given of how provocative selling differs from solution selling and can change the sales cycle and client relationship. The challenges of innovation in the telecom sector are also briefly discussed.

1. New way to sale in the telecom OEM world ; Effective Provocative selling Thierry Bouffioux +32 473 90 00 36

4. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter

8. ..Especially now while the completion is also moving into area of consultancy services to approach the clients with an end-to-end offer Illustration of consultative sales approach with a modular end-to-end offer Implementation phase Sales phase with a modular offer Pre-sales research Opportunity identification & Consultative selling Hardware & Software delivery Technical implementation and development Consultancy services PMO Implementation & PMO of sold solution and modules 1 2a 2b 2c 2d 3 Consultative selling Modular offer End-to-end solution delivery Business case Positio-ning ---- 2c-1 2c-2 2c-x

9. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter

12. Provocative based selling differs dramatically from solution based selling Provocative Solution Competes for vendor preference within the budget Aligns with the prevailing point of view Addresses acknowledged pain points Target tactical problems Starts with technical proof, followed by a business case Starts as an IT offline or an business dialogue Ask questions to identify needs Respond to issues described by the customer Competes on project investment outside an existing budget Challenges the prevailing point of view Addresses unacknowledged pain points Target strategic problems Starts with a business case followed by technical possibilities Starts as an C-level dialogue Uses an insight full hypothesis to provoke response Is pro-active and leading forcing issues

13. Provocative based selling changes the sales cycle Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Qualify lead Making the case Closing the deal Best people on the case These people may be able to address our needs These people are aligned with our needs These people beat their competitors Senior decision maker X Senior decision maker X These people changed my thinking These people proved they can help us solve the problem Let’s work together solving the problem Best people on the case Qualify lead Making the case Closing the deal Solution based selling Provocative based selling

14. Effective provocative selling changes the OEM-Client relationship forever, leading to more sale, more margin and better Market share Pricing Partner of Choice Helped to be successful Provocative selling is about helping the customer find investment funds when discretionary has been fully committed It’s about telling the client what should be keeping them up at night and converting that compelling point of view into a tight fit solution Margin Get to know more Invite to think with the client Quality Better prepared Anticipate next subject Reputation Drive the next sale Client Intimacy

15. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter

18. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter

20. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter

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