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Digital transformation in Sales Management

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Thursday February 25th, Dado Van Peteghem was asked to give a presentation at the Sales Summit in Brussels, Belgium.
As the internet is becoming more and more of a middle man for transactions, sales persons need to cope with digital transformation as well. This presentation gives you insights on how to deal with the digital evolution in sales management.

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Digital transformation in Sales Management

  1. 1. Digital Transformation 
 In Sales Management @dadovanpeteghem
  2. 2. Duval Union Consulting Social Seeder @dadovanpeteghem founding partner @dadovanpeteghem Ghent :)
  3. 3. @dadovanpeteghem
  4. 4. @dadovanpeteghem Mobile THE SPEED OF CHANGE Social Digital Analog Internet
  5. 5. @dadovanpeteghem
  6. 6. @dadovanpeteghem WE ARE IN DIGITAL KINDERGARTEN :-) The Internet is 25 years old.
  7. 7. @dadovanpeteghem "We won't experience 100 years of progress in the 21st century — it will be more like 20,000 years of progress (at today's rate).” — Ray Kurzweil
  8. 8. @dadovanpeteghem
  9. 9. @dadovanpeteghem Think about if you want to rent a house or go on an expensive trip? With virtual reality, the seller could put you there so you could virtually walk through that house or hotel, more as if you were actually there." NEWS COVERAGE EDUCATION SPORTS SHOPPING COURTROOM ENTERTAIN MENT THERAPY SALES!
  10. 10. @dadovanpeteghem Our lives change
  11. 11. @dadovanpeteghem Our businesses change
  12. 12. @dadovanpeteghem 1995+ Music Photography Video Rental … 2010+ Print Media TV Travel HR … 2015+ Retail Healthcare Automotive Education Telco Food FMCG Banking/Insurance … 2020 All Safe havens will be subject to digital disruption … IT'S COMING, GET PREPARED
  13. 13. Digital Transformation A model to master digital disruption SOLD IN +40 COUNTRIES @dadovanpeteghem digitaltransformationbook.com
  14. 14. Digital Transformation is @nickvinckier the hype cycle… TRIGGER PEAK OF INFLATED EXPECTATIONS TROUGH OF DISILLUSIONMENT SLOPE OF ENLIGHTENMENT PLATEAU OF PRODUCTIVITY on top of
  15. 15. Digital Transformation is @nickvinckier the hype cycle…on top of Google Search volume: ‘Digital Transformation’
  16. 16. I skipped 50 slides about @dadovanpeteghem Uber, Airbnb, Tesla, … We are focusing on the hype.
  17. 17. @dadovanpeteghem
  18. 18. VENTURE CAPITAL @dadovanpeteghem GLOBAL SCALE Disruptors play a totally different game…. DIGITAL BY DEFAULT
  19. 19. for YOU. @dadovanpeteghem Think what the impact will be
  20. 20. @dadovanpeteghem “65% of the jobs today won't exist in 2020” - Saskia Van Uffelen, CEO Ericsson
  21. 21. @dadovanpeteghem newscientist.com/article/dn28439-the-hot-new-job-in-silicon-valley-is-being-a-robots-assistant/ The hot new job in Silicon Valley
 is being a robot’s assistant
  22. 22. @dadovanpeteghem The robot's assistant
  23. 23. @dadovanpeteghem What about the sales person?
  24. 24. @dadovanpeteghem How far are WE from OUR Uber moment?
  25. 25. @dadovanpeteghem UNDER- STAND THE SHIFT 1
  26. 26. I’m just a practitioner ;-) @dadovanpeteghem I’m not a sales expert
  27. 27. CUSTOMER self service COMPANY inbound COMPETITOR new tools YOU The 360° digital shift
  28. 28. @dadovanpeteghem B 2 C The Internet is the Middle Man B 2 B
  29. 29. @dadovanpeteghem “This research found that customers reported being nearly 60 percent through the sales process before engaging a sales representative, irrespective of price point” The Buyers Journey 60%
  30. 30. @dadovanpeteghem Research phase increasing due to ICT advances The Buyers Journey FOOD 32% CLOTHING 44% ELECTRONICS 
 64% B2B 
 75%
  31. 31. @dadovanpeteghem TAKING THE ORDER. AWARENESS CONSIDERATION DECISION INTERNET INTERNET YOU
  32. 32. @dadovanpeteghem ALWAYS BE CLOSING
  33. 33. @dadovanpeteghem EVEN THE DECISION PHASE IS VIRTUALIZING… AWARENESS CONSIDERATION DECISION INTERNET INTERNET INTERNET
  34. 34. @dadovanpeteghem 90,000 $: Next, next, buy
  35. 35. @dadovanpeteghem B2B ecommerce on the rise
  36. 36. @dadovanpeteghem Forrester forecasts that…
 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020.
  37. 37. The way we buy is @dadovanpeteghem changing to change! The way you sell needs
  38. 38. @dadovanpeteghem DOOR TO DOOR DRIVEN Mind buying a vacuum cleaner, ma’am? Well thank you, young man. 1970s
  39. 39. @dadovanpeteghem I need a vacuum cleaner. 1980s MEDIA DRIVEN store
  40. 40. @dadovanpeteghem I need a vacuum cleaner. 2000s DIGITAL MEDIA DRIVEN store
  41. 41. @dadovanpeteghem I need a vacuum cleaner. 2010s ECOMMERCE DRIVEN
  42. 42. @dadovanpeteghem 2020s Ehm, ok… Direct Online Sales Hyper Market Affiliate Marketing Market PlaceS Subscription ecommerce Acces over ownership On Demand … Your house is a mess. AUTOMATION DRIVEN
  43. 43. @dadovanpeteghem Sensor-based ‘passive’ buying expected to make up 15% of all purchases in 2020 http://venturebeat.com/2015/11/12/sensor-based-passive-buying-expected-to-make-up-15-of-all-purchases-in-2020/
  44. 44. @dadovanpeteghem ON DEMAND
  45. 45. By 2020 customers will manage 85% of their relationship with a business without talking to a human being @dadovanpeteghem Gartner
  46. 46. @dadovanpeteghem The sales person as we know will disappear… But there is a future for sales
  47. 47. @dadovanpeteghem PREPARE YOURSELF TO STAY
 RELEVANT 2
  48. 48. @dadovanpeteghem "EVERYONE HAS A PLAN TILL THEY GET PUNCHED IN THE FACE"
  49. 49. STEP UP YOUR DIGITAL GAME @dadovanpeteghem
  50. 50. FROM ... ... TO YOU, The Salesperson Digital 
 (at the sidelines) Digital in the core 2015 2016 @dadovanpeteghem
  51. 51. Move FROM 1.0 TO 2.0 . @dadovanpeteghem
  52. 52. DIGITAL SALES 1.0 @dadovanpeteghem - LinkedIn profile - Digital presentations - WeTransfer/Dropbox sharing - CRM - …
  53. 53. DIGITAL SALES 2.0 @dadovanpeteghem Build & use your Social Networks Follow people, listen, engage.
  54. 54. @dadovanpeteghem
  55. 55. @dadovanpeteghem /
  56. 56. @dadovanpeteghem B2B = BORING
 2 BORING /
  57. 57. @dadovanpeteghem The HUMAN Factor
  58. 58. @dadovanpeteghem Market yourself Become a thought leader DIGITAL SALES 2.0
  59. 59. @dadovanpeteghem DIGITAL SALES 2.0
  60. 60. @dadovanpeteghem INBOUND will be the BATTLE FIELD
  61. 61. @dadovanpeteghem CONTENT SALES CONVERSATIONAL SALES &EXPERTISE PERSONALITY
  62. 62. @dadovanpeteghem DIGITAL SALES 2.0
  63. 63. @dadovanpeteghem DIGITAL SALES 2.0 Add personal value become a consultant
  64. 64. @dadovanpeteghem DIGITAL SALES 2.0 "In Consultative Selling, the salesperson learns about customer needs before talking product." SOLUTION SETUP SERVICE
  65. 65. @dadovanpeteghem DIGITAL SALES 2.0
  66. 66. @dadovanpeteghem DIGITAL SALES 2.0 Leverage your metrics become data driven!
  67. 67. @dadovanpeteghem DIGITAL SALES 2.0
  68. 68. @dadovanpeteghem EVEN THE DECISION PHASE IS VIRTUALIZING AWARENESS CONSIDERATION DECISION INTERNET INTERNET INTERNET
  69. 69. @dadovanpeteghem CLAIM BACK THE FUNNEL! AWARENESS CONSIDERATION DECISION YOU YOU YOU Building & REALLY using your social networks Becoming 
 a TRUE thought leader Become a PRO consultant for your product/service
  70. 70. @dadovanpeteghem 3 ENLIGHTEN YOURSELF CONTANTLY
  71. 71. @dadovanpeteghem “People who don't spend 5 hours a week online learning will make themselves obsolete” AT&T CEO Randall Stephenson
  72. 72. @dadovanpeteghem LIFE LONG
 LEARNING
  73. 73. @dadovanpeteghem
  74. 74. @dadovanpeteghem
  75. 75. @dadovanpeteghem This is the biggest shift since the industrial revolution.
  76. 76. @dadovanpeteghem GO ALL-IN STEP UP YOUR DIGITAL GAME ;-)
  77. 77. dado.vanpeteghem @duvalunion.com Duval Union Consulting founding partner @dadovanpeteghem
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Thursday February 25th, Dado Van Peteghem was asked to give a presentation at the Sales Summit in Brussels, Belgium. As the internet is becoming more and more of a middle man for transactions, sales persons need to cope with digital transformation as well. This presentation gives you insights on how to deal with the digital evolution in sales management.

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