The document discusses how sales strategies must adapt to the new commercial landscape after the pandemic. It outlines three pillars of commercial organizations: sales, category teams, and centers of excellence. It also discusses how the pandemic led to new customer segments like work from home and learn from home. Sales strategies now focus on subscription-based models and recurring value. Future sales will involve direct social selling touches with personalized value propositions as buyers are socially engaged, mobile-attached, and video-focused.

1. How To Design And
Implement Outcome-
Based Sales Strategy
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2. Three Pillars of Commercial
Organization-
1. SALES- Depends on what customer is being talked
about.
1. CATEGORY TEAM- The one who manages the revenue
margin. The consistency of the 4 Ps is essential.
1. CENTERS OF EXCELLENCE- Includes data analytics,
pricing, sales operation, and global accounts (primary
elements)
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3. Significant Change in Commercial
Landscape after Pandemic
1. To equip the press customers to help them with their
business continuity. Moving office employees to work
from home in a productive manner was challenging.
2. Learning from Home: Except for the US, other
countries had problems adapting to the digital
learning system.
3. Although a new customer segment was formed, ‘work
from home and learn from home’.
4. One of the fascinating topics is regarding the
entertainment of the people who are packed in their
homes.
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4. How is the Sales Strategy Affected by WFH?
Creating new business
opportunities.
Introduced subscription-
based models.
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5. ➢ Consumers are not locked into long-term agreements.
➢ Companies have the pressure to make their services relevant all
the time.
➢ Focus on workflow and design, and not just hardware.
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6. What is a Recurring Value of a Product & Services?
This is a question all salespeople must ask in this new commercial
landscape, so we can create new offers that bring upselling revenue.
The more loyal the video, the higher the chance of increasing your
basket, with one customer at a time. Moreover, if your offering is
personalized, it’ll be liked more by the customers.
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7. How to bring relevancy & personalization
to Sales conversation?
❏ First, you need to have a value proposition that
is relevant.
❏ Then you need to change the pitch and the
engagement approach because you are
moving from a transactional sale to an
outcome-based sale.
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8. Future of Social Selling
❏ You will have a direct touch through social
selling channels with every single
customer.
❏ The value propositions will have to be
hyper-personalized.
❏ Modern sellers must be digitally connected.
❏ Socially engaged, mobile-attached, and video
hungry, because that is the description of the
modern buyer.
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9. THANK
YOU
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