Sales and marketing in the new economy

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In the new economy where volatility, uncertainty, complexity and ambiguity, to focus on delivering the best customer experience is key for being succesful and growing your business.

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Sales and marketing in the new economy

  1. 1. Sales and Marketing in the New Economy XChange Latin America Gaylord Texan, Dallas TX August 22, 2012 Ruben Bravo
  2. 2. Why Information and knowledge for successful business.What Discuss key elements that affect your business today and in the near future. Capabilities that have proven their value for the new business environment.How The new economy Focus points Which capabilities Impact on Sales and Marketing
  3. 3. The business world is defined by:VolatilityUncertaintyComplexityAmbiguity
  4. 4. VUCA is a neutral force.It is our challenge to transform itand find the opportunity within.
  5. 5. Awareness Vision Innovation AgilityPolitical Focus Experiment ProcessEconomical Inspiring Collaborate TechnologySocial Alignment Metrics andTechnological AnalyticsLegalEnvironmental
  6. 6. Let’s focus on just one of the important dilemmas in IT ServicesBusiness:How organizations and people buyis dramatically changing!
  7. 7. How organizations buy is changing becausethey have access to: • information • relevant references (Connections, friends, family, etc.) • global providers • new methodology • new business models Anytime, anywhere
  8. 8. +
  9. 9. Buyers expect a complete experience.They want to buy, they do not want to be sold to.But at the same time they will not only buy your product/service,but open to buy more of your services and will share referrals and are talkabout their experience.
  10. 10. The old saying is still valid:People do business with people they know, like and trust!Now they have all digital tools to do it: Anytime, anywhere
  11. 11. Product and Services Marketing A great andCustomers = valuable experience Sales Customer Service
  12. 12. The Purchasing process is evolving.
  13. 13. Your sales process should also adapt: From Consultative Selling To Sales 2.0
  14. 14. In a worldyou need: Vision Focus Innovation Inspiring Experiment Alignment Collaborate Awareness Agility Political Process Economical Technology Social Metrics and Analytics Technological Legal Environmental
  15. 15. A satisfied customer is thebest business strategy of all. Michael LeBoeuf A good plan violently executed now is better than a perfect plan executed next week. George S. Patton

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