Sales in a Digital World From Retention to Growth
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Sales in a Digital World From Retention to Growth
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Sales in a Digital World From Retention to Growth
- 1. 1 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFT Insight Driven Sales Model Presenter : Vishal Sales in a Digital World From Retention to Growth
- 2. 2 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTAgenda Sales - Journey, Changes Sales - Pre and Post (Growth, Positioning) Sales - Changing Personas, Customer Experience Sales - Impact on Innovation, MSA Sales - Growth Risk Sales - Services & Growth Interlock Sales - Relationship Matter (Pre/Post) Sales - How to Commercial Insight, Competitive Advantage Sales - Approach & Taking Control Sales - More to Come Summary Disclaimer: This presentation acknowledges and gives credit to the work of others. Necessary validation have been taken to avoid copyright infringement. Any instances that violate terms can be removed when notified. All discussed thoughts & opinions are my own & not that of my employer or others parties.
- 3. 3 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Journey Source: Gartner, Sales Academy, BCG, EY, Mckinsey Whom to Select Problem Statement Which Criteria Matter EOI/RFI/FRP Required EvaluateWhat is the Solution Priority Who is Involved Available Spend
- 4. 4 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales B2B Journey Source: Gartner, Sales Academy, BCG, EY, Mckinsey
- 5. 5 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Buyers Journey Source: Gartner, Sales Academy, BCG, EY, Mckinsey 35 22 17 16 10 Buying Today Researching Engaging Buying Group Meeting Suppliers Others You
- 6. 6 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTB2B Changes Source: Gartner, Sales Academy, BCG, EY, Mckinsey IT Centric Budget Cycle of Upgrade Faster Cycle Time Lower Margin Pre Post CXO, BU Centric Comp. Funding Not Ready Longer Cycle Time Higher Margin Sales
- 7. 7 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Positioning Create The Future Join the Dots Bring It To Life Share The Journey MindWinHeart InspireInform Positioning ? Source: Gartner, Sales Academy, BCG, EY, Mckinsey
- 8. 8 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTImpact on Innovation Sales Inspiration Ideation Implementation Existing New Existing Users OfferingsNew Manage Incremental Create Revolutionary Adapt Evolutionary Extend Evolutionary Pre Source: IDEO, Gartner. • Innovation distinguishes between a leader and a follower ~ Steve Jobs
- 9. 9 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Growth Risk Large HardAbilityToExecuteEasy Quick Wins Dumb Idea or Mandatory Small Size of Opportunity Cash Cow Playing with Fire Pre World • In order to grow with sustainability large deals with less complexity must be identified. • Simultaneously quick wins needs to be identified to ensure revenue is tickling in and morale of sales an delivery teams is upbeat. • Sales Catalog Mapping must identify Quick Wins and Bigger deals which will mature in 12-18 mths and act as a cash cow. Post World • ? Source: Gartner, Sales Academy, BCG, EY, Mckinsey
- 10. 10 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Changing Personas Source: Gartner, Sales Academy, BCG, EY, Mckinsey
- 11. 11 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Customer Experience 19% Company and Brand Impact 53% % of Contribution to Customer Loyalty 19% Product and Service Delivery 9% Value to Price Purchase Experience Purchase Experience • Offers Unique and valuable perspective on the market • Navigate alternatives, Avoid potential Land Mines • Educates me on new issues and outcomes • Supplier is easy to buy from • Supplier has widespread support across my organisation Source: HBR, The Challenger Sales Model In a Digitally Connected World where Information is readily available on all aspects of a sales cycle (proposed solution or an initiative), it is the Purchase Experience of Stakeholders that drives the successful outcome.
- 12. 12 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Relationships Matter - ? Selling is not about relationships – It's not because relationships no longer matter rather, what the data suggests is what matters is the nature of the relationships. • Challengers win by pushing customers to think differently, using insight to create constructive tension in the sale. Relationship Builders, on the other hand, focus on relieving tension by giving in to the customer's every demand. Where Challengers push customers outside their comfort zone, Relationship Builders are focused on being accepted into it. They focus on building strong personal relationships across the customer organization, being likable and generous with their time. The Relationship Builder adopts a service mentality. While the Challenger is focused on customer value, the Relationship Builder is more concerned with convenience. • At the end of the day, a conversation with a Relationship Builder is probably professional, even enjoyable, but it isn't as effective because it doesn't ultimately help customers make progress against their goals. • This finding — that Challengers win and Relationship Builders lose — is one that sales leaders often find deeply troubling Source: HBR, The Challenger Sales Model
- 13. 13 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTImpact on MSA Sales • Pre and Post World - Under IT aaS • 30% of existing categories are not required • 60% is greatly simplified • only 10% is retained MSA 4. Assets & 3rd Party Contracts 2. Services 1. Guiding Principles A. Reln. Integration 8. Rep. & Warranties 7. Record Keeping & Audit 6. Fees & Payment Terms C. Indep. Advisor. B. Strategic Obj. 5. Retained Authority D. Comm. Plan F. Demand Mgmt. 12. Propr. Rights 11. Limit. of Liabilities 10. Disentangl ement H. Key Personnel G. Human CapMgmt. 9. Term & Terminat. I. Contract Mgmt. K. Exit Plan 16. Insurance 15. Indemnific ation 14. Legal Compl. M. Measure. Chart L. Innov. Plan 13. Security & Confed. N. Sow, SLA, Price, OLA P. Equip.19.Misc. 18. Use of Sub Contractor 17. Dispute Resolution ATT. E. Trans. & Transf. J. Process Ownership O. Risk Framewk. 22. Accept. 21. Licensing 20. Definitions 3. Personnel RetainedLegend Not in aaS Contract Greatly Simplified Dictated
- 14. 14 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Services & Growth LossRetentionGrowth Service AboveBelow Source: Gartner, Sales Academy, BCG, EY, Mckinsey Sellers Drive Reality Zone of Wasted Sales & Effort ?
- 15. 15 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Growing Account Growth & Retention Retention YouLandscapeCcustomer ForwardBackward Approach Source: Gartner, Sales Academy, BCG, EY, Mckinsey Pre World • Retention – Drive, Deliver, Exceed • Growth – Earn and Expand Post World • ?
- 16. 16 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Leveraging Corp. Strategy Source: Gartner, Sales Academy, BCG, EY, Mckinsey
- 17. 17 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales How to Commercial Insight Source: Gartner, Sales Academy, BCG, EY, Mckinsey Thought Leadership is not Commercial Insight
- 18. 18 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Competitive Advantage Source: Gartner, Sales Academy, BCG, EY, Mckinsey Ability to Learn Faster Then your Competitor is the Only Sustainable Competitive Advantage Arie De Geus
- 19. 19 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFT Source: Gartner, Sales Academy, BCG, EY, Mckinsey More to Come
- 20. 20 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Summary Disclaimer: This presentation acknowledges and gives credit to the work of others. Necessary validation have been taken to avoid copyright infringement. Any instances that violate terms can be removed when notified. All discussed thoughts & opinions are my own & not that of my employer or others parties.
- 21. 21 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTSales Everyday 101 Source: Gartner, Sales Academy, BCG, EY, Mckinsey Shameless Selling
- 22. 22 SalesInaDigitalWorld–FromRetentiontoGrowth DRAFTThank you End of Document Disclaimer: This presentation acknowledges and gives credit to the work of others. Necessary validation have been taken to avoid copyright infringement. Any instances that violate terms can be removed when notified. All discussed thoughts & opinions are my own & not that of my employer or others parties. Name: Vishal Mobile 0468 675 566 Linkedin: http://au.linkedin.com/in/sharmavishal01 Vishal has more than 19 years of experience in Business and IT Advisory with a focus on providing advisory services to clients, securing lucrative client engagements and ensuring successful business transition. An able strategic advisor & business evangelist enthused by the potential of new emerging business trends and technologies to deliver expandable and streamlined business solutions with greater return on assets and investments. Vishal provides thought leadership with a focus to create new growth areas and untapped market segments. For further information or feedback, please contact: