Craig Rispin, Business Futurist & Innovation Expert Keynote for Cincom 16 December 2016

1. CraigRispinCSP

3. “Craig we’ve seen more
change in the last 3 years
than in the last 30.”

5. A.T. Kearney Studied
Why Strategic Plans
Tend to Fail...

6. Strategy Formulation What Goes Wrong?
88%LackofUnderstandingofFutureTrends

7. Did You Know -
That in 2028?
Video & Discussion

9. Discuss with a Partner:
What Did You Find Most
Interesting in the Video?

13. “If change is
happening on
the outside
faster than on
the inside -
the end is in
sight.”
-Jack Welch

18. 151 Startups are
Valued at More Than
$1 Billion

23. Uber - World’s Largest Transport Company,
Owns No Vehicles

25. Airbnb - World’s Largest Accommodation
Provider, Owns No Real Estate

27. Alibaba, The Most Valuable
Retailer, Has No Inventory

28. Facebook - World’s Most Biggest
Media Owner, Creates No Content

31. 400,000+

32. Billions of Customers
are Having Incredible
Experiences...

33. And Sitting Right in
the Middle of These
Massive Changes is...

34. and
You!

37. Would You Like to
Steal Some of
Their Ideas?

43. Machine Learning
aka: Artificial Intelligence,
Deep Learning, Computer Cognition

60. Enterprise Software
Trends

62. Gartner Says the
Future of IT Sales is a
Flipped Organisation:
Focused on the Customer

64. Smarketing
Trends

65. Where Sales
Becomes More Like
Marketing
& Vice-Versa

66. The convergence of marketing and sales,
combined with the wealth of data that
modern technology has made available
to prospects, has led to the emergence of
new ideas like “social selling” and
“smarketing.”
- HubSpot.com

67. The sales rep is no longer in charge; in fact, it’s
quite the opposite, as prospects now hold the
power. This change in the buyer-seller power
structure demands a corresponding change in
the way sales reps interact with prospects. It’s
no longer about selling, it’s about helping.
- Hubspot.com

69. 2016 Stackies Awards
for sharing visualizations of how
marketing technology stacks are
organized and managed
judged by

72. 41
Marketing
Stacks

76. Connective DX PitchBook Data
Delphic Digital Acrolinx Uberflip
Congratulations to the Winners

82. 82

83. 83

84. Sales & Marketing
Experts You Should
Learn From...

86. DEFINITION

87. INSIDE SALES
Professional Sales
Done Remotely

88. 2.00$
2.25$
2.50$
2.75$
3.00$
3.25$
3.50$
3.75$
2008$ 2009$ 2010$ 2011$ 2012$
Millions'
Outside$Sales$
Inside$Sales$
Source:720097infoUSA/MIT7Study7
15x
2009 / 2013 MARKET STUDY

89. CONTACT
METHOD #1
Immediacy
100x Contacts
21x Qualify
39:22 Hours

90. DECAY &
DELAY
0%
10%
20%
30%
40%
50%
60%
70%
0 1 2 3 4
Show Rate Qualify Rate Close Rate
63%
38%
7%
52%
33%
7%
48%
31%
3%
32%
18%
3%
28%
9%
0%
The Downside of
Specialization

91. SPECIALIZATION
Generalist
Sales Support
Lead Gen Closer
Inbound Outbound Segments

92. TOP CHALLENGES
Sales Rep
71%
55%
45% 43%
38%
Accessing a
Decision Maker
Leads Manager
Calendar Events
Motivation Lack of Product
Knowledge
Rep

93. CONTACT
METHOD #2
Persistence
1.5 attempts

94. CONTACT
METHOD #3
Time of Day
147%
49

104. Let’s Check Out Your
Social Selling Index (SSI):
linkedin.com/sales/ssi

107. When Was the Last Time
You Asked Your Client,
“How do you like to
be sold or marketed to?”

109. 9'of'the'top'11'effective'ways'of'getting'a'
of'involve'Thought'
Leadership'Marketing
How would you rate the effectiveness of the following marketing vehicles in getting your attention?
Mean Rating (N~344)
Speech or presentation at a conference or trade show
Case studies describing successful customer solution implementations
Article in the business or trade press
Invitation to a Webinar, seminar, or workshop
Sporting or cultural event sponsorship
Online advertisement
Vendor's blog
TV or print advertisement
Phone call from a sales representative from the service firm
Email from a sales representative from the service firm
Direct mail brochure
Conference sponsorship
Electronic newsletter from the service firm
White paper offered on the Internet
Search engine hits when doing research or surfing the Web
Analyst firm recommendation (such as Gartner/IDC/Forrester)
Speech or presentation at a conference or trade show
Case studies describing successful customer solution implementations
Article in the business or trade press
Invitation to a Webinar, seminar, or workshop
Sporting or cultural event sponsorship
Online advertisement
Vendor's blog
TV or print advertisement
Phone call from a sales representative from the service firm
Email from a sales representative from the service firm
Direct mail brochure
Conference sponsorship
Electronic newsletter from the service firm
White paper offered on the Internet
Search engine hits when doing research or surfing the Web
Analyst firm recommendation (such as Gartner/IDC/Forrester)
2.0
2.2
2.3
2.3
2.3
2.3
2.5
2.8
2.9
3.1
3.2
3.3
3.4
3.4
3.7
3.7

110. Reaching Global Executives:
12Megatrends in B2B Marketing

111. sked to rate the value of various marketing
activities on a five-point scale, meetings/
conferences and research/surveys top the list.
Today B2B providers view a broad array of
sponsored programmes, such as conferences and
white papers, as a valuable means of capturing
attention and persuading decision makers.
This is not to say that traditional advertising
has lost its appeal. Instead, the conclusion is that
organisations seeking to promote their businesses
are increasingly relying on a range of channels,
including print.
user communities) and passive (print) promotional
channels.
The way forward is clearly a heavier reliance on
creating a programme of thought leadership that
takes advantage of multiple-entry-point messaging.
The shift to 360º thought leadership
1. How important are the following non-traditional categories
of marketing activity to your organisation?
(Mean score out of 5)
Meetings/conferences
Research/surveys
White papers, executive summaries, articles
3.76
3.85
3.61
1M E G A T R E N D O N E
A

112. Thought Leadership Defined
The term was first coined in 1994, by Joel Kurtzman, editor-in-
chief of the magazine, Strategy+Business
“Thought leaders are individuals or organisations that are
recognised by peers, customers and industry experts as
someone who deeply understand the business they are in, the
needs of their customers, and the broader marketplace in which
they operate.”
“Thought leaders have a distinctively original idea,
a unique point of view or an insight.”

113. Home 2011 program 2010 National winners 2010 National finalists Judges Champions Previous winners Sponsors Contact
Community of interest
To receive regular updates on the
2010 program, join the
Ernst & Young Entrepreneur Of
The Year community of interest.
Monthly newsletters
Read previous issues of our
monthly Entrepreneur Of The Year
Connections newsletter.
Select a Newsletter
Exceptional – the 2011
Ernst & Young Entrepreneur Of
The Year magazine
This year’s magazine is filled with
thought provoking and inspirational
stories, including profiles of our
2010 Entrepreneur Of The Year
national winners.
Read the Exceptional magazine e-
About Entrepreneur Of The Year
Ernst & Young Entrepreneur Of The Year is the
first and only truly global award of its kind,
Entrepreneur Of The Year celebrates those who
are building and leading successful, growing
and dynamic businesses, recognising them
through regional, national and global awards
programs in more than 140 cities in 50
countries. Find out more at ey.com/au/eoy
Igniting innovation
Today, more than ever, the entrepreneurial
spirit is alive in the corporate world. What can
your organisation do to cultivate this spirit of
innovation and retain “intrapreneurial” thinkers?
Find out more.
Do you know an outstanding
entrepreneur?
Nominate them now for the 2011 Ernst &
Young Entrepreneur Of The Year awards. Read
our nomination guide and complete our
registration of interest form, or contact your
regional Entrepreneur Of The Year program
manager.
75%