Modern trends in selling
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Transcript of Modern trends in selling
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Modern Trends in Selling
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Our Mission
To be the undisputed key resource to sales and service leaders globally and we will do this by bringing expertise and precision to how our clients more effectively engage with their customers.
A Rich History World Class Client Engagement Methodology
Depth and Reach An un-paralleled suite of solutions
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Overall Sales Performance is Deteriorating
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Expectations of the Buyer is Rising & Process is more complex
More People InvolvedBuyer: 5.8 2015 /4.74 5yr avg
Seller: 4.4 2015 / 4.1 5yr avg
More Formalized ProcessSignificantly formalized:61% 2015 / 45.2% 5yr avg
Average sales cycle time: + 2.82% 2015 / 2.6% 5yr avg
More Political DecisionsOur Customer requires formal ROI: 61.4% 2015 / 40.2% 5yr avg
Retention rate increase: + 5.4% 2015 / 4.8% 5yr avg
Tim
e
Value
EXPECTATIONS
Don’t Waste
My TimeKnow My Business
Know Your
Solution
Add Value
Ask Insightful Questions
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Customers expect a Perspective
OLD WORLD
NEW WORLD
Sales Process Product/Service Delivery
Client Expectation of When Value is Delivered
Client Expectation of When Value Is Delivered
► Help buyer’s navigate the purchasing process; sharing systems and methods for evaluating decisions
► Providing tools and methods for assessing/calculating ROI
► Understanding and documenting unintended consequences of various decisions
► Assisting in creating implementation plans
Providing Perspective
Signed Contract
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How we help
SKILLSYou’re Good. You just want to get better.
EFFECTIVENESSYou Need
A Recognized Problem Fixed.
And Fast.
TRANSFORMATIONYou Need A Strategy
and Culture Shift.
INDIVIDUAL TEAM ORGANIZATION
We uncover what the customer needs and see that requirements fit into three distinct categories