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Transforming Local Sales to Meet Changing Market Needs

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Localogy
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This session was presented at the LSA17 event in San Diego, February 27 - March 1, 2017.

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LOCAL SALES: CAN THE PATIENT BE SAVED How will sales channels transform to meet the needs of a changing market?
Why does the patient need saving?  Churn  Cost of sales  Competition  Margin pressure  Product complexity  SMB confusion  Talent scarcity
Our Panelists Brendan King Jon Martinsen Sharon Rowlands
5 ASSERTIONS ABOUT THE FUTURE OF LOCAL SALES
1. Large local sales organizations are unsustainable as currently constituted
2. Customer service/support is now a more important function than sales
3. Technology and data must be used more effectively for sales channels to achieve the required efficiency
4. The skill set required to sell effectively in today’s environment bears no resemblance to the past
5. Self-service sales hasn’t worked because the tools haven’t been good enough – and that is about to change

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Transforming Local Sales to Meet Changing Market Needs

  • 1. LOCAL SALES: CAN THE PATIENT BE SAVED How will sales channels transform to meet the needs of a changing market?
  • 2. Why does the patient need saving?  Churn  Cost of sales  Competition  Margin pressure  Product complexity  SMB confusion  Talent scarcity
  • 3. Our Panelists Brendan King Jon Martinsen Sharon Rowlands
  • 4. 5 ASSERTIONS ABOUT THE FUTURE OF LOCAL SALES
  • 5. 1. Large local sales organizations are unsustainable as currently constituted
  • 6. 2. Customer service/support is now a more important function than sales
  • 7. 3. Technology and data must be used more effectively for sales channels to achieve the required efficiency
  • 8. 4. The skill set required to sell effectively in today’s environment bears no resemblance to the past
  • 9. 5. Self-service sales hasn’t worked because the tools haven’t been good enough – and that is about to change