13 tips to succeed in The New Selling where sales starts with a search on a mobile device and where involving real life sales people and shops has become optional.

1. 1
13 tips to succeed
in the new selling.
!

2. 1
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This is what happens
every 60 seconds every
day…
!
!

4. 1
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This is the way customer
buy.
!
!

6. 1
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Welcome to the new
selling.
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!

7. © Steve Blank

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13 tips to become
successful in The New
Selling.
!
!

9. 1. Pull traffic in stead of
pushing messages.

10. 2. Nurture
leads by
building trust.

11. 3. Build trust by sharing
information.

12. 4. Help the customer to
cover the 30 to 70% of
the exploration process
without asking for too
much engagement.

13. !
5. Provide those 148 pages of information and data for the customer to read!
in 45 website visits over 4 months time.

14. !
Because in the end he is going to order that $ 40.000 swimming pool online
with one click without ever seeing a sales person at all.

15. 6. Tell good stories to
keep attention going.

16. A story is remembered by
63% of your audience.
A statistic by just 5%.

17. 7. There is
no excuse
for being
boring.

18. 8. Use a well designed
architecture of social
media, web presence, lead
tracking tools and CRM to
nurture, monitor and
manage the selling
process.

21. 9. Consider the initial sale
as the first step in a long
term relation.

22. Consider the first sale as
the first step in a long
term relation.
10. Go step by step
and do not push it.

23. 11. Use
customer
centric,
customer
driven and
customer
operated
value
delivery.

24. 12. Ensure superior
supply chain mastery.

25. 13. Go for truly
exceptional customer
experiences.

27. Have you got what it
takes?

28. From conception to
results an average Sales
3.0 project requires 8 to
18 months.

29. And it will require you to
rethink your business
model, your organisation
and the role of your sales,
marketing and customer
service department.

30. 1
Do you see the possibilities?
!

31. 1
CPI Sales 3.0!
Lead. !
Follow. !
Or get out of the way.!
!

32. 1
Turning opportunity into
sales results.
!
Business!
remodelling
Organisational
consulting
Sales process
design
Commercial
performance
improvement
!
patrick.maes@cpi-consulting.eu !
Twitter @patrick_cpi!
www.cpi-consulting.eu
About CPI

33. Thank you for your time