3 things that will accelerate adoption and change so that you can remain relevant to tomorrow's digital customers

2. Drivers of Digital Disruption:
1. Mass Adoption of Digital Technology
2. The Age of the Customer
3. B2B-> B2C. The Sharing Economy

3. Example

4. Source: Digital Double-Down: How Far Will Leaders Leap Ahead?, Accenture, 2014

5. Digital Transformation
Source: Digital Double-Down: How Far Will Leaders Leap Ahead?, Accenture, 2014

6. Future so bright you need shades

7. Your job is this

8. “Change is difficult.
Not changing is fatal”

9. Change happens

10. Smell the coffee

11. Get it right

12. Get it wrong

13. CHANGEbefore you have to
CHANGE

14. The status quo is not
a growth strategy

15. Strategic choices

16. Delusional
Thinking

17. #1: Irrational complacency

18. #2: Excessive Short-term focus

19. OLD THINKING
NEW TECHNOLOGY
FAIL
X
=

20. Think outside the box

21. Think outside the box

22. www.flickr.com/photos/12023825@N04/2898021822
Growth strategy

23. - Peter Drucker
“The greatest danger in
times of turbulence is not
the turbulence - it is to act
with yesterday’s logic”.
The Challenge of Change

24. Prisoners of the past

25. Overcoming change

26. Destination thinking

27. Compete for the
future, not just
the present

28. You can’t teach an old dog new tricks

29. erent
f
dif
think

30. Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951

31. The hard way

32. AND Thinking

33. AND Thinking

34. AND thinking

35. AND Thinking

36. Constraint-based thinking

37. Constraint-based thinking

38. Collective constraint-based thinking

39. “All failure is failure to
adapt, all success is
successful adaptation.”
- Max McKeown, Adaptability: The Art of
Winning In An Age of Uncertainty

40. Get
(Make A Difference)

41. Resilient Thinking

42. Differentiate or Die1
Asking Questions in Color2
To Win More Sales Tell More Stories3

43. http://tabernaclefortoday.files.wordpress.com/2012/03/cart_before_the_horse.jpg
Cart before the horse

44. Build a better mouse trap
www.flickr.com/photos/clementlivolsi/4596430458

45. “If I had asked people what
they wanted, they would
have said faster horses.”
- Henry Ford
1863 - 1947

46. 3 levels of clarity

47. Basic Product/Service:
• Technology
• Price performance
• Product quality
E2E Customer Experience:
• People
• Perceived value
• High touch
• Exceed customer expectations
• Delight and astound customers
1
2 Support Services
3
E2E
Customer Experience
Differentiation: 3 Levels of Perceived Value
Basic
Product/Service
Support Services:
• Levels of support
• Quality of service
• Systems
• Processes
Your
Satellite
Services

48. Competitive separation

49. Differentiate or Die1
Asking Questions in Color2
To Win More Sales Tell More Stories3

50. Trust starts here

51. Customer Engagement
Us
Our
Past
Them
Their
Future
NOW

52. Diagnostic Mindset

53. Using questions to Navigate
Change
Not all questions
were created equal

54. White Questions
Green Questions
Black Questions
Red Questions
Current situation
Facts, data & information
white snow: pure, cold hard facts
Desired situation
Future state
Grass, trees, growth, can become
Obstacles
Important, powerful
Dark, night time, can’t see in the dark. Turn on the light to see what
stands between current situation and desired situation.
Feelings
Fire, explosive color, highly emotional
-ve Red: “If Stan doesn’t do something he won’t make his quota. He really needs
some help. Stan needs to talk to you.”
+ve Red: “If Stan overachieves this year, he will probably be promoted to VP
Sales
Asking Questions in Color

55. Listening to learn

56. Differentiate or Die1
Asking Questions in Color2
To Win More Sales Tell More Stories3

57. Telling stories in sales conversations

58. “People buy from
People they like....”

59. Why Stories?
Perceptions amplify or diminish data
Stories impact perceptions

60. To Win More Sales,
Tell More Stories

61. Whoever Tells the
Best Story Wins

62. “Reasons lead to conclusions.
Emotions lead to actions.”
- Saatchi & Saatchi

63. 1. Differentiate or Die
2. Asking Questions in Color
3. To Win More Sales Tell More Stories
Quick Review:
Differentiation: 3 Levels of Perceived Value
Not all Questions were created equal
Competing to remain relevant to tomorrow’s customers
The Psychology of Change

64. Get it right

65. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com