5. ISSUES
• Sales Cost
• Diminishing Returns
• Motivation and Reward
Saturday, 20 July 13
6. Currently the average B2B
Sales Call cost can be as
high as $600 !
range from $250-$1600
(Center for Exhibition Industry Research)
Saturday, 20 July 13
8. Enter Supply Chain
Management in B2B
• reduce the number of suppliers
• refine the sourcing strategy
• closer co-operation (usually on-line)
• improved efficiencies
• reduction of costs
Saturday, 20 July 13
20. The New Customer is Real
Time...and Increasingly Mobile
• Customer is often part of the value chain
• Real time contact with the company and world at
large, i.e. Twitter, Facebook et.al.
• Can leverage others - voice of your brand, i.e.
YouTube
• Price comparison capable
• Seeking Experience
Saturday, 20 July 13
22. The Impact of Behavioural
Segmentation
“Cookie Magic”
• Traditional segmentation whether
geographic, demographic or psychographic
being supplemented by on-line behavioural
segmentation
Saturday, 20 July 13
27. Will be Commonplace by
2020........
• Using Big Data
• Using Neuroscience to Sell
• Field Sales Force to shrink except in growth
markets
• Less about WHAT you do and more about
HOW you do it
• Consultative role to grow
Saturday, 20 July 13
28. And now in this corner....
• Salesforce.Com
• Siebel
• Jive
• Kana
• Demand Media
• Attensity
Saturday, 20 July 13
29. So what can’t the
customer manage?
• New Tech and New Tech Applications
• Category / Application Best Practice
• Service
• Internal Company Network Navigation
Saturday, 20 July 13
30. • Check stock
discrepancy ?
• POS Merchandising
• Slot Negotiation ?
• New Product Intro
• Order Facilitation?
• “Press the Flesh” ?
• Relationship
Management ?
• Monitor Social
Networks and
Internet Chatter
• Email Follow Ups
• 24-7-365
• On-Line Availability
• Internal Facilitator
• Availability on
demand
FROM TO
Saturday, 20 July 13
31. The Emerging “Sales” Role
• Product / Service expert
• Personal Shopper, i.e. knowledge based
• Facilitator
• Account Development
• Account Maintenance
• Account Growth (CRM assisted)
• Customer Training
ALL IN REAL TIME!
Saturday, 20 July 13
32. “It is not the strongest of the species
that survive, nor the most
intelligent, but those most
responsive to change.”
Charles Darwin
Saturday, 20 July 13