The Long Road to the Customer Infographic
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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 Carnegie Zig Ziglar 1935 1976 1985 1988 Tools: Chevrolet Phone Rolodex Yellow Pages Xerox 1985-2008 Consultive Salesperson Prescriptive, teaching Salesperson Audience: Tools: Email Goldmine Act! Siebel Salesforce.com "We are your one-stop shop for addressing your problems." Cross-functional team Thought Leaders: Matthew Dixon Brent Adamson Scott Santucci James Ninivaggi Audience: Tools: Smartphone LinkedIn Box Clearslide Marketo Handshakez "We understand your problems better than you do. Here is the solution." Drinks Gimmick: Relationship Salesman Gimmick: ROI Calculator Solutions Era Product Era Message: Message: Gimmick: Thought Leadership Videos Thought Leaders: Neil Rackam Robert Miller Stephen Heiman 1936 - 1985 Publications: Customer Era 2008 - ... 2011 Publication:
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Enterprise technology sales has evolved over three eras. Today, best-in-breed sales organizations are on the customer. Oh how far we've come...
Transcript of The Long Road to the Customer Infographic
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:
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