Less time with customers, more sales success

1. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 00

2. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 1
SOURCE: Christopher L. Asplund, Paul E. Dux, Jason Ivanoff, and René Marois, “Isolation of a central bottleneck of information processing with time-resolved fMRI,” Neuron, 2006,
Volume 52, Number 6, pp. 1109–20. AS CITED IN Derek Dean and Caroline Webb. “Recovering from Information Overload”. McKinsey Quartery. 2011.
Time
Errors
1 2 3 …
Time
Errors
or
1
2
3
1
2
3
1
2
3
…
…
…

3. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 2
74% 42% 39%
GET FRUSTRATED
65%

4. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 3
1 Split excluding all customers who did not use after-sales and/or did no re-purchase
SOURCE: McKinsey & Company B2B customer survey across various industries from the US, UK and Germany
FIRST PURCHASEPRE-PURCHASE
POST-PURCHASE1RE-PURCHASE1

5. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 44McKinsey & Company
In 2020, about
1.7 mega-bytes
of new
information will
be created every
second for every
human being on
the planet

6. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 5
SOURCE: 1,200 buying decision makers
All other
Slow
response
rate
Sales style is too
aggressive
Lack of industry/
business
knowledge
Forgotten after
contract signed
Lack of
product
knowledge
TOO MUCH
CONTACT

7. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 6
DIMINISH
DELAYDELEGATE
DELETE

8. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 7
5-year revenue
growth
+48%
5-year EBITDA
growth
Industry peers
Companies
interviewed
+80%
OF SUCCESS FROM 5
SETS OF MINDSETS &
BEHAVIORS
100%

9. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 8
Find growth before
your competitors
Sell the way
your customers want
Invest in your
sales engine
Focus on
your people
Lead
1 2
3
4
5

10. @JenStanley3 | @McK_MktgSales | #s20c | @Sales20Conf 99
Thank you!
McKinsey on
Marketing & Sales
jennifer_stanley@mckinsey.com
@JenStanley3
www.linkedin.com/in/jenniferstanley/
Jennifer Stanley
Expert Partner
Boston Office
617.753.2002