In the new economy where volatility, uncertainty, complexity and ambiguity, to focus on delivering the best customer experience is key for being succesful and growing your business.

1. Sales and Marketing in
the New Economy
XChange Latin America
Gaylord Texan, Dallas TX
August 22, 2012
Ruben Bravo

2. Why
Information and knowledge for successful business.
What
Discuss key elements that affect your business today and in the near future.
Capabilities that have proven their value for the new business environment.
How
The new economy
Focus points
Which capabilities
Impact on Sales and Marketing

3. The business world is defined by:
Volatility
Uncertainty
Complexity
Ambiguity

4. VUCA is a neutral force.
It is our challenge to transform it
and find the opportunity within.

5. Awareness Vision Innovation Agility
Political Focus Experiment Process
Economical Inspiring Collaborate Technology
Social Alignment Metrics and
Technological Analytics
Legal
Environmental

6. Let’s focus on just one of the important dilemmas in IT Services
Business:
How organizations and people buy
is dramatically changing!

7. How organizations buy is changing because
they have access to:
• information
• relevant references (Connections, friends,
family, etc.)
• global providers
• new methodology
• new business models
Anytime, anywhere

8. +

11. Buyers expect a complete experience.
They want to buy, they do not want to be sold to.
But at the same time they will not only buy your product/service,
but open to buy more of your services and will share referrals and are talk
about their experience.

12. The old saying is still valid:
People do business with people they know, like and trust!
Now they have all digital tools to do it:
Anytime, anywhere

14. Product and Services
Marketing
A great and
Customers = valuable
experience
Sales
Customer Service

15. The Purchasing process is evolving.

21. Your sales process should also adapt:
From Consultative Selling To Sales 2.0

25. In a world
you need:
Vision
Focus Innovation
Inspiring Experiment
Alignment Collaborate
Awareness Agility
Political Process
Economical Technology
Social Metrics and Analytics
Technological
Legal
Environmental

26. A satisfied customer is the
best business strategy of all.
Michael LeBoeuf
A good plan violently executed now is
better than a perfect plan executed
next week.
George S. Patton