An introduction to sales 3.0

1. Introduction to Sales 3.0
and The New Selling.
!
!
1

2. The world is changing.
!
1

3. !
Customers talk to each
other about you and
about your products.
!
!
1

4. !
And about how it is to do
business with your
company.
!
!
1

5. Customers explore up to
70% of information about
products online before
talking to a potential
supplier.
!
!
!
1

6. !
Your sales reps are no
longer in charge of the
selling process.
!
!
1

7. !
Unsollicited sales visits
and phone calls are
experienced as intrusive.
!
!
1

8. !
This is what happens
every 60 seconds every
day…
!
!
1

10. !
And still some companies
are putting sales people
on the road.
!
!
1

12. !
Sending them out on a
wild goose chase for
prospects without any
preparation.
!
!
1

14. !
While most of the selling
is now done in the cloud
and at a much different
pace with completely
different rules.
!
!
1

16. !
Operating the double
funnel sales process.
!
!
1

17. © Steve Blank

18. !
Some tips to become
successful in Sales 3.0
and The New Selling.
!
!
1

19. Pull traffic in stead of
pushing messages.

20. Nurture
leads by
building trust.

21. Build trust by sharing
information.

22. Help the customer to
cover the 30 to 70% of
the exploration process
without asking for too
much engagement.

23. !
Provide those 148 pages of information and data for the customer to read!
in 45 website visits over 4 months time.

24. !
Because in the end he is going to order that $ 40.000 swimming pool online
with one click without ever seeing a sales person at all.

25. Tell good stories to keep
attention going.

26. A story is remembered by
63% of your audience.
A statistic by just 5%.

27. There is
no excuse
for being
boring.

28. Use a well designed
architecture of social
media, web presence, lead
tracking tools and CRM to
nurture, monitor and
manage the selling
process.

31. Consider the initial sale
as the first step in a long
term relation.

32. Consider the first sale as
the first step in a long
term relation.

34. Use
customer
centric,
customer
driven and
customer
co-operated
value delivery.

35. Enure superior supply
chain mastery.

36. Go for truly exceptional
customer experiences.

38. From conception to
results an average Sales
3.0 project requires 8 to
18 months.

39. And it will require you to
rethink your business
model, your organisation
and the role of your sales,
marketing and customer
service department.

40. Do you see the possibilities?
!
1

41. Sales 3.0 !
Lead. !
Follow. !
Or get out of the way.!
!
1

42. Turning opportunity into
sales results.
!
1
Business!
remodelling
Organisational
consulting
Sales process
design
Commercial
performance
improvement
!
patrick.maes@cpi-consulting.eu !
Twitter @patrick_cpi!
www.cpi-consulting.eu
About CPI

43. Thank you for your time