The world changed • Mobile ! • Cloud ! • SaaS ! • Datafication ! • Artificial Intelligence !
The relation with your customers changed
Please meet the new buyer Highly informed Higher expectations Less time
The buyer journey changed 57% $ First contact Research Purchase decision with supplier
The sales and marketing funnel changed
The role of Sales changed
Death of the Salesman Complex Complexity of offering Order takers Simple Complex Complexity of decision making
Death of the Salesman Complex Complexity of offering Order takers Simple Complex Complexity of decision making
Death of the Salesman Complex Complexity of offering Simple Complex Complexity of decision making
The salesman is dead. ! Long live the salesman!
Non – digital channels remain important 91% 82% 67% 67% 64% When When When Requires Requires expensive complex negotiating Installation service price Source: Forrester 224 US B2B Buyers and Sellers
Long live the Salesman Complex Explainers Consultants Complexity of offering Navigators Simple Complex Complexity of decision making
Loyalty is a result not of WHAT you sell, but HOW you sell…
A new way of selling Commercial Teaching
The content struggle How sales experiences it Marketing Sales
The new buyer does not like the old sales rep 66% of buyers feel most of the information shared during the buying process is not relevant. (Forrester Research)
The new buyer does not like the old sales rep Only 15% of buyers believe that their meetings with salespeople are valuable. (Forrester Research)
Some more data about the new buyer 53% of buyers doesn’t want to talk to sales. (Forrester Research)
And businesses are starting to feel this 63.0% 58.2% 58.1% % of reps achieving quota 54.6% Highly informed Always connected More options 2018 2010 2011 2012 2013 2014 2015 2016 2017 2019
But Sales Teams ARE NOT READY With Relevant Content For The Last Mile
Scaling Sales Excellence 24 12 12 48 120 120 8 8 8 8 8 8 8 80 80 80 80 80 80 4 4 40 40 Top Average performers Bottom performers performers Cross-sells = What does this typically mean? Productivity Sales cycles Upsells Quota attainment 10% increase in success Overall increase
The New Buying Funnel The Content chaos before Showpad AWARENESS INTEREST CONSIDERATION INTENT EVALUATION PURCHASE No feedback No feedback
Aligning Sales with Marketing Closing the feedback loops Analytics Insights
Showpad: The company 01. +215 employees Strong hiring focus engineering - PS - CS 02. 4 Offices Ghent - London - SF - Portland 03. +1000 Customers +120.000 Users 96% Retention +55 NPS +60M Funding 04.
+1000 Customers
Thank you!
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