The document discusses the evolution of sales from the 20th to 21st century. It notes that customers are now more informed and drive the conversation due to digital technologies. It outlines challenges modern salespeople face like longer sales cycles and high turnover. It then discusses skills needed by 21st century "sales warriors" like asking better questions, collaborating, and leveraging data insights. It emphasizes delivering value to customers through insight, collaboration, agility, and impact with technology. Overall, the document provides guidance to salespeople on adapting to changing customer and digital landscapes.

1. The 21st Century Sales Warrior
Work Smarter. Sell Better.
Nicholas Kontopoulos,
Global CRM Marketing Director, Singapore, 2012

2. Sales BC ( Before Computers)

3. Rainmaker

4. Product Expert

5. Schmoozer

6. Golf Buddy

7. Lone Wolf

8. Fast Forward
to Sales AD
(After Digital)

9. Who
is the 21st Century customer?

10. The 20th century was all about
telling customers
what they wanted.

11. There has been a
Revolution

12. The 21st Century decision maker is now
Digitally armed

13. Customers have a greater range of
choice.

14. Customers are now driving the
conversation

15. Customer-Intimacy: Key CEO Focus
Top focus areas in next five year
Source: 2010 IBM Global CEO Study: Capitalizing on Complexity

16. There are some significant
challenges facing the
CEO and their sales leadership.

17. Did you know
Over 40% of salespeople
fail to hit quota
30% of salespeople
turnover each year
It takes on average,
seven months to ramp-up
?
a salesperson
Source: Forrester & IDC

18. Did you know
65% of a salesperson’s time
?
is spent not selling
30 hours are spent searching for
or creating their own sales materials
90% of marketing deliverables
are not used by sales
Source: Forrester & IDC

19. Meet John Smith
Age: 30 something
Occupation: Sales executive
Hobbies: Sports & beer
Marital Status: Married + 2 kids

20. Pressure is building up…
Sales cycles are
getting longer
Customers are better
informed than me My deals are getting
far more competitive Need to
improve
HELP
My clients are talking to Word customer
one another via LinkedIn of mouth loyalty
ME!
about our company
My territory has
Need to reduce been expanded
cost of sale
Where did I file Who are my most
Need expert
that proposal? profitable clients?
support
on this deal?
Need to be able
to provide more Lean
accurate forecasting Management
Which deck
Should I use?

21. So how do you go from here…
Sales cycles are
getting longer
Customers are better
informed than me My deals are getting
far more competitive Need to
improve
HELP
My clients are talking to Word customer
one another via LinkedIn of mouth loyalty
ME!
about our company
My territory has
Need to reduce been expanded
cost of sale
Where did I file Who are my most
Need expert
that proposal? profitable clients?
support
on this deal?
Need to be able
to provide more Lean
accurate forecasting Management
Which deck
Should I use?

22. TO HERE?

23. 21st Century Sales
Warrior

24. “It’s not all about the technology.”

25. The 20th Century was
all about relationships
The 21st Century is about
People + Process
+ Technology

26. Anatomy of
a Great
Sales Person
Empathetic
Problem Solver
Communicator
Trustworthiness
Sociable
Passionate

27. 21st Century
Sales Warriors
They ask better questions
They listen more constructively
They’re obsessed with
time management
They are more creative
They research their clients
They are more like engineers
They collaborate

28. Sales need to…
…orchestrate the deal

29. Ok, but what do sales
need in order to be able
to orchestrate a deal
in today's digital landscape?

30. Insight
Make Better Decisions

31. Big data

32. Can Marketing Lift Stock Prices?
Used analytics to determine
“Customer lifetime value”
5 years of data was crunched for two
Fortune 1,000 companies (B2B & B2C).
9 month field experiment using specific
marketing strategies based on the
“customer lifetime value” of each
customer or customer segment.
90% of both companies profits were
being generated by 20% of their clients.

33. Can Marketing Lift Stock Prices?
B2B company stock increased
33% nine months after experiment.
Top 3 competitors stock increased 12%.
B2C company stock increased 58%
nine months after experiment. The top
3 competitors stock increased 15%.

34. Eye Candy

35. In-Memory Sales Volume Analysis

36. Sales Incentives, Rebates and Commissions

37. Collaboration
Harness the collective wisdom of the crowd

38. One Team = Collaboration
“You lose”
“We win”
(LESS) (MORE)

40. Agility
Information on the move

41. Did you know?
That there are now more mobile phones
(4 billion) vs. toothbrushes (2 billion)?

43. The number of mobile workers
isgrowing faster
than the overall workforce.”
User Survey Analysis: Remote Worker Communications Applications and Services, Worldwide

44. Work Smarter. Anytime. Anywhere

45. Instant Updates
on the Road
Bakery and food service
sales representatives
update opportunities and
customer data in real-time,
improving sales productivity

46. Impact
Make Every Sales
Conversation Count

47. New Engagement Model
Sales Funnel Customer Journey
(Online & Offline)
Source: St. Elmo Lewis 1898

48. Basics of B2B Sales Success
“B2B customers say they care most
about product and price...
...but, what they really want is a great
sales experience.”
55% of the behaviour customers
described as “most destructive”:
- failing to have adequate
product knowledge
- contacting customers
too frequently
“we found customers were more than
happy to use self-serve or online
tools and selectively tap specialist
support for the most complex situations.”

49. We’re all competing for
the precious and
least replaceable asset:
time.

50. One customer, one enterprise,
one experience.

51. So, I understand that there
is now a new “Sales
Paradigm” and that sales
needs to evolve. But, what else
do I need to consider when
shaping my 21st Century Sales
Warrior strategy?

52. Key questions to consider.
Do we know who our most
valuable customers are?
?
Are we able to spot changes
in purchasing behaviour?
What are the most influential
drivers of the sales experience?
What actions are your sellers
doing which may result in a
negative sales impact?

53. Avoid diet pill approach
Short Term Gains

54. Over 70% of all
CRM projects through to
2015 will be viewed as
failures , if there
is no CRM strategy to drive
why a firm is doing them.”
– Scott Nelson, Gartner

55. Competitive Advantage
Requires Hard Work

56. Omnicell Inc.
“99% order accuracy”
tightly integrated SAP CRM with SAP
manufacturing and financial systems
to achieve “near-perfect order
and shipment accuracy “
Omnicell can now track the on-time
delivery rate of its third-partly
logistics (3PL) provider.
“Support incidents are down 67%”
“The new visibility helps
managers by providing accurate
margins, sales forecasts
and an integrated view into the
opportunity-to-revenue process”

57. Key Takeaways

58. Activity
Management
Mobility Forecasting
Territory
Management
Selling
SALES VP Process
Expenses
Management
Lead
Pipeline Management
Management
Margin
Commission Management
Management
Effective Content Social
Collaboration Management Selling

59. Effective
Collaboration
Activity
Forecasting Management
Mobility Selling
Process
SALES VP
Expenses Territory
Management Management
Digital Hub
Pipeline Margin
Management Management
Commission Lead
Management Management
Content Social
Management Selling

60. Evolution is not
a force but a process.”
– John Morley

61. Think BIG
& Start Small

62. Delivered simply
& conveniently

63. Data
Insight Collaboration
Agility Impact

64. Intimacy
Everything begins & ends
with the customer
21st Century Sales Warrior
1 Deliver Insight
2 Drive Collaboration
3 Enable Agility
4 Create Impact

65. 21st Century Sales
Warrior

66. Value gets created between
the employee and the customer,
and management’s job
enable
is to
innovation at
that interface.”
– Vineet Nayar, HCL

67. Thank You!
Feel free in connecting with me @
#nicholask71
http://cn.linkedin.com/in/nicholaskontopoulos
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