Post on 27-May-2015
description
The Long Road to the Customer
“Ours is better, faster, cheaper.”
Enterprise technology sales has evolved over three eras.Today, best-in-breed sales organizations are focused on the customer.
Oh how far we have come...
Message:
Audience:Procurement department
Single executive buyer
Thought Leaders:
Publications:
Dale CarnegieZig Ziglar
1935
1976
1985
1988
Tools:ChevroletPhoneRolodexYellow PagesXerox
1985-2008Consultive
Salesperson
Prescriptive, teachingSalesperson
Audience:
Tools:EmailGoldmineAct!SiebelSalesforce.com
"We are your one-stop shop for addressing your problems."
Cross-functional team
Thought Leaders:Matthew Dixon Brent AdamsonScott SantucciJames Ninivaggi
Audience:
Tools:SmartphoneLinkedInBoxClearslideMarketoHandshakez
"We understand your problems better than you do. Here is the solution."
Drinks
Gimmick:
RelationshipSalesman
Gimmick:
ROICalculator
Solutions Era
Product Era
Message:
Message:
Gimmick:Thought
LeadershipVideos
Thought Leaders:Neil RackamRobert Miller Stephen Heiman
1936 - 1985
Publications:
Customer Era2008 - ...
2011
Publication: