The Next “New” Selling  Environment: 2012       Joe Galvin   September 21, 2011                         Source: Joe Galvin
Welcome to “This Economy”“Uncertain economy”        “Current economic conditions”                    “Challenging economic...
Change How   We Sell?•  Provocative Selling   Provoke your client•  Challenger Model   Challenge their knowledge•  SPIN Se...
Change What We Say•  “Customer 2.0"  –  More Informed•  Products to Solutions  –  Products can be bought, solutions must b...
Information TechnologyAccelerate            Amplifies         Illuminates    s   Information           Mobility           ...
The Multi Channel Customer Relationships    Personal and peer knowledge network    Vendor/supplier/provider/partner relati...
The Socialism of SFA                                               People                                               We...
Sales Execution  How We Sell                         What We Say        Training                            Messages Proce...
The Next “New” Selling  Environment: 2012          Joe Galvin     September 21, 2011   joegalvin32@gmail.com         @joeg...
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The next new selling environment, Joe Galvin

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The next new selling environment, Joe Galvin

  1. 1. The Next “New” Selling Environment: 2012 Joe Galvin September 21, 2011 Source: Joe Galvin
  2. 2. Welcome to “This Economy”“Uncertain economy” “Current economic conditions” “Challenging economic times” Source: Joe Galvin
  3. 3. Change How We Sell?•  Provocative Selling Provoke your client•  Challenger Model Challenge their knowledge•  SPIN Selling Situation, Problem, Implications, Needs payoff•  FUD Selling Fear, Uncertainty and Doubt•  Bare Handed Selling Source: Joe Galvin
  4. 4. Change What We Say•  “Customer 2.0" –  More Informed•  Products to Solutions –  Products can be bought, solutions must be sold•  Buyer Dynamics –  Recognizing customer buying roles and patterns Source: Joe Galvin
  5. 5. Information TechnologyAccelerate Amplifies Illuminates s Information Mobility Data Communications Multi-platform Analytics Data acquisition Synchronization TransparencyReal time reporting Collaboration Contribution Data, Information and Intelligence Source: Joe Galvin
  6. 6. The Multi Channel Customer Relationships Personal and peer knowledge network Vendor/supplier/provider/partner relationships Inbound React, respond, qualify, nurture, follow Outbound Search, research, engage, connect Social Chats, tweets, posts, blogs, communities, groups, profileAccess to Data, Information and Intelligence Source: Joe Galvin
  7. 7. The Socialism of SFA People We all communicate the same message Process We will all work the same way Technology Union de Jovenes Comunist There is one structureYoung Communist League mural in Havana, Cuba and system for us all to use Source: Joe Galvin
  8. 8. Sales Execution How We Sell What We Say Training Messages Process and methodology Value, FAB, positioning, comparativeSkills, tactics and techniques Strategic roadmap, ROI/TCOProduct, market, competitors Tools People Documents, playbooks Presentations,SME’s, Specialists, Strategists rich media, webinars Virtual events, Coaching, Marketing community Technology: SFA, Content, Social, Mobility Source: Joe Galvin
  9. 9. The Next “New” Selling Environment: 2012 Joe Galvin September 21, 2011 joegalvin32@gmail.com @joegalvin Source: Joe Galvin

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