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Sales 2.0

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Less time with customers, more sales success

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Sales 2.0

  1. 1. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 00
  2. 2. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 1 SOURCE: Christopher L. Asplund, Paul E. Dux, Jason Ivanoff, and René Marois, “Isolation of a central bottleneck of information processing with time-resolved fMRI,” Neuron, 2006, Volume 52, Number 6, pp. 1109–20. AS CITED IN Derek Dean and Caroline Webb. “Recovering from Information Overload”. McKinsey Quartery. 2011. Time Errors 1 2 3 … Time Errors or 1 2 3 1 2 3 1 2 3 … … …
  3. 3. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 2 74% 42% 39% GET FRUSTRATED 65%
  4. 4. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 3 1 Split excluding all customers who did not use after-sales and/or did no re-purchase SOURCE: McKinsey & Company B2B customer survey across various industries from the US, UK and Germany FIRST PURCHASEPRE-PURCHASE POST-PURCHASE1RE-PURCHASE1
  5. 5. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 44McKinsey & Company In 2020, about 1.7 mega-bytes of new information will be created every second for every human being on the planet
  6. 6. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 5 SOURCE: 1,200 buying decision makers All other Slow response rate Sales style is too aggressive Lack of industry/ business knowledge Forgotten after contract signed Lack of product knowledge TOO MUCH CONTACT
  7. 7. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 6 DIMINISH DELAYDELEGATE DELETE
  8. 8. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 7 5-year revenue growth +48% 5-year EBITDA growth Industry peers Companies interviewed +80% OF SUCCESS FROM 5 SETS OF MINDSETS & BEHAVIORS 100%
  9. 9. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 8 Find growth before your competitors Sell the way your customers want Invest in your sales engine Focus on your people Lead 1 2 3 4 5
  10. 10. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 99 Thank you! McKinsey on Marketing & Sales jennifer_stanley@mckinsey.com @JenStanley3 www.linkedin.com/in/jenniferstanley/ Jennifer Stanley Expert Partner Boston Office 617.753.2002

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