How You Downsize Is Who You Downsize: Biased Formalization ...
The “New Normal” is an Opportunity to Innovate and Own the ... · businessmode that creates...
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Prepared for: Network for Business Innovation The “New Normal” is an Opportunity to Innovate and Own the Future of Sales and Marketing! MDM LIVE COVID-19 Impacts May 15, 2020 A Discussion of Ideas and Experiences
Transcript of The “New Normal” is an Opportunity to Innovate and Own the ... · businessmode that creates...
Prepared for:
Network for Business Innovation
The “New Normal” is an Opportunity to Innovate and Own the Future of Sales and Marketing!
MDM LIVECOVID-19 Impacts
May 15, 2020
A Discussion of Ideas and Experiences
As sales roles unbundle, a window for innovation is open
§ COVID-19’s New Normal– Online orders ↑
– In-person meets ↓
– Virtual shopping assistance ↑• Likes and reviews … and more?
© 2020 Network for Business Innovation
www.naw.org/I2D
§ Half Full = Innovate!– Mine data and apply AI
• Yours, your customer’s and a proprietary “dark funnel”
– Become a master of customer experience
– Transform to a “front end” sales andbusiness mode that creates demand
§ Half Empty = Surrender?– Downsize your sales force– Retrench around transactional activities– Moats
Have you calculated your “unbundle potential” as demand servicing activities migrate to virtual platforms?
§ % of time and effort for salespeople (and marketing)§ % of lead generation and new account acquisition§ % of variable sales compensation§ % of customer-perceived value
