Digital Transformation In Sales Management
@dadovanpeteghem
Duval Union Consulting Social Seeder
@dadovanpeteghem
founding partner
@dadovanpeteghem
Ghent :)
@dadovanpeteghem
@dadovanpeteghem
MobileTHE SPEED OF CHANGE
Social
DigitalAnalog
Internet
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@dadovanpeteghem
WE ARE IN DIGITAL KINDERGARTEN :-) The Internet is 25 years old.
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"We won't experience 100 years of progress in the 21st century it will be more like 20,000 years of progress (at today's rate).
Ray Kurzweil
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@dadovanpeteghem
Think about if you want to rent a house or go on an expensive trip? With virtual reality, the seller could
put you there so you could virtually walk through that house or hotel, more as if you were actually there."
NEWS COVERAGE EDUCATION SPORTS SHOPPING
COURTROOM ENTERTAIN MENT THERAPY SALES!
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Our lives change
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Our businesses change
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1995+ Music Photography Video Rental
2010+ Print Media TV Travel HR
2015+ Retail Healthcare Automotive Education Telco Food FMCG Banking/Insurance
2020 All Safe havens will be subject to digital disruption
IT'S COMING, GET PREPARED
Digital Transformation A model to master digital disruption
SOLD IN +40 COUNTRIES
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digitaltransformationbook.com
http://www.digitaltransformationbook.comhttp://www.digitaltransformationbook.com
Digital Transformation is
@nickvinckier
the hype cycle
TRIGGER
PEAK OF INFLATED EXPECTATIONS
TROUGH OF DISILLUSIONMENT
SLOPE OF ENLIGHTENMENT
PLATEAU OF PRODUCTIVITY
on top of
Digital Transformation is
@nickvinckier
the hype cycleon top ofGoogle Search volume: Digital Transformation
I skipped 50 slides about
@dadovanpeteghem
Uber, Airbnb, Tesla,
We are focusing on the hype.
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VENTURE CAPITAL
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GLOBAL SCALE
Disruptors play a totally different game.
DIGITAL BY DEFAULT
for YOU.
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Think what the impact will be
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65% of the jobs today won't exist in 2020
- Saskia Van Uffelen, CEO Ericsson
@dadovanpeteghem newscientist.com/article/dn28439-the-hot-new-job-in-silicon-valley-is-being-a-robots-assistant/
The hot new job in Silicon Valley is being a robots assistant
http://www.newscientist.com/article/dn28439-the-hot-new-job-in-silicon-valley-is-being-a-robots-assistant/
@dadovanpeteghem
The robot's assistant
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What about the sales person?
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How far are WE from
OUR Uber moment?
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UNDER-STAND
THE SHIFT
1
Im just a practitioner ;-)
@dadovanpeteghem
Im not a sales expert
CUSTOMER self service
COMPANY inbound
COMPETITOR new tools
YOU
The 360 digital shift
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B 2 CThe Internet is the Middle Man
B 2 B
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This research found that customers reported being nearly 60 percent through the sales process before engaging a sales representative, irrespective of price point
The Buyers Journey
60%
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Research phase increasing due to ICT advances
The Buyers Journey
FOOD
32%
CLOTHING
44%
ELECTRONICS
64%
B2B
75%
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TAKING THE ORDER.
AWARENESS CONSIDERATION DECISION
INTERNET INTERNET YOU
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ALWAYS BE CLOSING
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EVEN THE DECISION PHASE IS VIRTUALIZING
AWARENESS CONSIDERATION DECISION
INTERNET INTERNET INTERNET
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90,000 $: Next, next, buy
@dadovanpeteghem
B2B ecommerce on the rise
@dadovanpeteghem
Forrester forecasts that1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020.
The way we buy is
@dadovanpeteghem
changing
to change!The way you sell needs
@dadovanpeteghem
DOOR TO DOOR DRIVEN
Mind buying a vacuum cleaner, maam?
Well thank you, young man.
1970s
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I need a vacuum cleaner.
1980s
MEDIA DRIVEN
store
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I need a vacuum cleaner.
2000s
DIGITAL MEDIA DRIVEN
store
@dadovanpeteghem
I need a vacuum cleaner.
2010s
ECOMMERCE DRIVEN
@dadovanpeteghem
2020s
Ehm, ok
Direct Online Sales Hyper Market
Affiliate Marketing Market PlaceS
Subscription ecommerce Acces over ownership
On Demand
Your house is a mess.
AUTOMATION DRIVEN
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Sensor-based passive buying expected to make up 15% of all purchases in 2020
http://venturebeat.com/2015/11/12/sensor-based-passive-buying-expected-to-make-up-15-of-all-purchases-in-2020/
@dadovanpeteghem
ON DEMAND
By 2020 customers will manage 85% of their relationship with a business without talking to a human being
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Gartner
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The sales person as we know
will disappearBut there is a future for sales
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PREPARE YOURSELF
TO STAYRELEVANT
2
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"EVERYONE HAS A PLAN TILL THEY GET PUNCHED IN THE FACE"
STEP UP YOUR DIGITAL GAME
@dadovanpeteghem
FROM ... ... TO
YOU, The Salesperson
Digital (at the
sidelines)
Digital in the core
2015 2016
@dadovanpeteghem
Move FROM 1.0 TO 2.0 .
@dadovanpeteghem
DIGITAL SALES 1.0
@dadovanpeteghem
- LinkedIn profile - Digital presentations - WeTransfer/Dropbox sharing - CRM -
DIGITAL SALES 2.0
@dadovanpeteghem
Build & use your Social Networks
Follow people, listen, engage.
@dadovanpeteghem
@dadovanpeteghem
/
@dadovanpeteghem
B2B = BORING2 BORING
/
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The HUMAN
Factor
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Market yourself Become a thought leader
DIGITAL SALES 2.0
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DIGITAL SALES 2.0
http://www.digitaltransformationbook.com
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INBOUND will be the
BATTLE FIELD
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CONTENT SALES
CONVERSATIONAL SALES&
EXPERTISE PERSONALITY
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DIGITAL SALES 2.0
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DIGITAL SALES 2.0
Add personal value become a consultant
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DIGITAL SALES 2.0
"In Consultative Selling, the salesperson learns about customer needs before talking product."
SOLUTION SETUP SERVICE
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DIGITAL SALES 2.0
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DIGITAL SALES 2.0
Leverage your metrics become data driven!
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DIGITAL SALES 2.0
@dadovanpeteghem
EVEN THE DECISION PHASE IS VIRTUALIZING
AWARENESS CONSIDERATION DECISION
INTERNET INTERNET INTERNET
@dadovanpeteghem
CLAIM BACK THE FUNNEL!
AWARENESS CONSIDERATION DECISION
YOU YOU YOUBuilding & REALLY using
your social networksBecoming
a TRUE thought leaderBecome a PRO consultant for your product/service
@dadovanpeteghem
3
ENLIGHTEN YOURSELF
CONTANTLY
@dadovanpeteghem
People who don't spend 5 hours a week online learning will make themselves obsolete AT&T CEO Randall Stephenson
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LIFE LONGLEARNING
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@dadovanpeteghem
@dadovanpeteghem
This is the biggest shift since the industrial revolution.
@dadovanpeteghem
GO ALL-INSTEP UP YOUR DIGITAL GAME ;-)
dado.vanpeteghem @duvalunion.com
Duval Union Consulting
founding partner
@dadovanpeteghem
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