1. THE NEW ROLE
FOR SALES
What today’s thought leaders have to say
about the sales profession and its new
role in the increasingly interconnected
global economy.
By DOUGLAS JEFFREY
Chief Executive Officer
Consenna
Consenna
Visualising Value
2. The role of the sales professional is changing.
3. Today’s buyers have never been more
sophisticated and empowered.
They have instant access to product, supplier, and industry
information.
They increasingly conduct their entire procurement on-line.
They do not necessarily view interaction with a salesperson
as crucial or even desirable.
4. In this rapidly changing environment,
sales and marketing professionals are
under intense pressure.
To acquire new customers.
To grow market share.
To create competitive advantage.
6. Striking the balance between on-line and human interaction has become a vital
part of a winning sales strategy.
Whilst ensuring that your
sales people are seen as
a vital and valuable part of
the process.
The challenge is to make the buying
experience rewarding for the customer.
7. To rise to the challenge, as sales professionals we need
to be empowered with a new approach to selling.
11. Here’s what today’s thought
leaders have to say about
the new role that sales
professionals need to play.
Want to know more?
12. Without data you’re just
another person with an
opinion.”
W. Edwards Deming
Data Scientist
13. The dynamics between buyers and sellers
have changed. Whereas once sellers were
seen as an unparalleled source of information,
the digital revolution has shifted the balance
of power, equipping buyers with much of the
information they need to make purchase
decisions and fundamentally altering how
and where sellers are able to add value to
this process.”
Loudhouse – The Future Of Sales
Commissioned by SAP
14. Investments in content, process, and technology
are replacing media as the place marketers are
spending to innovate.”
Matt Heinz
Heinz Marketing Inc.
15. The sales process itself is on the brink of disruption and technology
will enable (and force) sales teams to conduct business in new ways.
To remain relevant in a technology-driven world, sales teams must
learn to combine their efforts with the tools they’re provided. These
tools are able to solve problems in exciting new ways, empowering
teams to be more effective in everything they do.”
Steve Olenski
Forbes
16. 33 percent of all unsuccessful client deals could
have been won if the salesperson had been
better informed and had acted more client-
oriented.
Sellers need access to more relevant
information to drive richer conversations that
result in a more client-oriented experience.
That's where "Guided Selling" comes in.”
IDC Research
17. To meet the needs of a more informed potential customer, sales people
need to do two things:
1. Be subject matter experts who can provide content and intelligence
as often as they sell.
2. Use sales technology tools that provide insights into the best ways
to close deals, whether that be insights into their prospects
behaviour or competitive intelligence.
Take both and you up your win rates pretty significantly.”
Paul Greenberg
Author of CRM at the Speed
of Light, 4th edition
18. We're not that much smarter than
we used to be, even though we have
much more information - and that
means the real skill now is learning
how to pick out the useful
information from all this noise."
Nate Silver
Statistician and Founder,
FiveThirtyEight.com
19. Leveraging technology to provide
relevant, real-time sales support in
order to coach the sales rep or
channel partner on how to message
the product and drive conversations
of value specific to the prospects’
needs can help improve lead
conversion by 15 percent or more.”
Chanin Ballance
CEO at both VIA and MobilePaks
20. We’re enabling a new approach to sales
engagement. Our latest suite of interactive guided
selling tools allow organisations to engage in a
deeper dialogue with customers.
We help sales and marketing professionals to
pinpoint customer needs, communicate tangible and
explicit payback for the customer, and ultimately get
the buyer closer to the sale.”
Douglas Jeffrey
CEO Consenna
21. Want to transform your
selling capability?
Have a closer look at Consenna’s
new approach. Your customers, your
sales teams, and your investors will
be glad you did.
