[Apresentação em inglês] O Futuro das Vendas

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Como será o processo de vendas em 10 anos? Veja a resposta de especialistas em venda social (social selling),

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[Apresentação em inglês] O Futuro das Vendas

  1. 1. #in10years
  2. 2. 2 We asked some of the industries leading thought leaders in sales a simple question: #in10years
  3. 3. #in10years
  4. 4. 4 #in10years
  5. 5. S. Anthony Iannarino, President & Chief Sales Officer SOLUTIONS Staffing Anneke Seley CEO and Founder Reality Works Mark Hunter, The Sales Hunter #in10years
  6. 6. Jill Konrath CEO & Chief Sales Officer Jamie Shanks, MBA Managing Partner Sales for Life Matt Bertuzzi B2B Marketing Consultant The Bridge Group #in10years
  7. 7. 7 Jim Keenan Sr. Partner A Sales Guy Consulting Trish Bertuzzi President & Chief Strategist The Bridge Group, Inc. Gary Hart President Sales Du Jour #in10years
  8. 8. 8 "In the next ten years sales is going to look a lot more like consulting, with salespeople delivering even more value in the way of ideas, insight, and the situational knowledge that comes with experience.” - S. Anthony Iannarino #in10years
  9. 9. 9 The most sophisticated sales organizations will be those that contribute the greatest thought leadership to their industry. - Jim Keenan #in10years
  10. 10. 10 In 10 years, we won't distinguish between inside sales and field sales or traditional selling and social selling; it will all just be "sales.” Anneke Seley #in10years
  11. 11. 11 Sales is going to look a lot more like outsourcing with salespeople and sales organizations taking a greater share of the responsibility for delivering strategic business outcomes and being even more accountable for results in that area. - S. Anthony Iannarino #in10years
  12. 12. 12 In 10 years, an increasing number of customers will trust sales people enough to post their key business needs and initiatives on social sites. - Anneke Seley #in10years
  13. 13. 13 The challenge sales organizations are going to face is acquiring--or developing--the talent necessary to deliver that level of value to their clients.” - S. Anthony Iannarino
  14. 14. 14 “Sales people will create value in every interaction and they’re always learning.” - Jill Konrath http://images.wikia.com/bttf/images/e/e2/Back-to-the-future-the-game-004a_artur.jpg #in10years
  15. 15. 15 “In 10 years, buyers will revert to almost exclusively buying based on referral + network recommendations. The entire buying process in any industry will be open-source, yet your sphere of influence will almost entirely dictate your buying decision”. Jamie Shanks, MBA #in10years
  16. 16. 16 “The successful salesperson will have to be able to evaluate a customer much faster than ever before if they expect to be able to close a sale.” Mark Hunter "The Sales Hunter" #in10years
  17. 17. 17 “The amount of time a salesperson spends with the customer will be shortened making the overall selling process much shorter.” Mark Hunter "The Sales Hunter” #in10years
  18. 18. 18 The future sales professional will work from a command center that manages the entire customer life cycle. - Gary S. Hart #in10years
  19. 19. 10 years from now I would like to see sales look like a conversation between people who share a passion for building better businesses. No more dodging sales calls, no more pitching features and benefits, just a great conversation between people who share a common goal “Let’s help each other be more successful”. - Trish Bertuzzi #in10years
  20. 20. 20 Intra-company markets will flourish as the arc of technology & culture bend toward collaboration, wider decision making and more inclusive reward systems. Matt Bertuzzi #in10years
  21. 21. 75% of today's successful sales people will fail and be relegated to the loser pile, replaced by new, more intelligent, more socially engaged, buyer centric, sales people. These sales people will be more like engaged sales engineers rather than relationship based sales reps. Jim Keenan #in10years
  22. 22. 22 Sales will be 100% social and selling relationships will be built through teaching not telling. "Telling" or promoting as a sales approach will be dead. The product pitch will be a thing of the past. – Jim Keenan #in10years
  23. 23. 23 In 10 years, the sales field will be dominated by business savvy, relationship-driven individuals who leverage ideas insights and information to help clients achieve their objectives. Jill Konrath, author of SNAP Selling and Selling to Big Companies #in10years
  24. 24. 24 "In 10 years the sales process will be much shorter than it is now due to the level of resources the customer has at their disposal.” Mark Hunter "The Sales Hunter” #in10years
  25. 25. 25 In 10 years, Gen Y will make up the bulk of Sales Leaders. It is more likely that they'll change business, than conform to it. – Matt Bertuzzi #in10years
  26. 26. 26 #in10years
  27. 27. 27
  28. 28. ©2013 LinkedIn Corporation. All Rights Reserved. 28 Social Selling Infographic Eloqua Case Study Learn More about LinkedIn and Social Selling

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