Thursday February 25th, Dado Van Peteghem was asked to give a presentation at the Sales Summit in Brussels, Belgium. As the internet is becoming more and more of a middle man for transactions, sales persons need to cope with digital transformation as well. This presentation gives you insights on how to deal with the digital evolution in sales management.

1. Digital
Transformation
In Sales
Management
@dadovanpeteghem

2. Duval Union Consulting
Social Seeder
@dadovanpeteghem
founding partner
@dadovanpeteghem
Ghent :)

3. @dadovanpeteghem

4. @dadovanpeteghem
Mobile
THE SPEED OF CHANGE
Social
Digital
Analog
Internet

5. @dadovanpeteghem

6. @dadovanpeteghem
WE ARE IN DIGITAL KINDERGARTEN :-)
The Internet is 25 years old.

7. @dadovanpeteghem
"We won't experience 100 years of
progress in the 21st century — it
will be more like 20,000 years of
progress (at today's rate).”
— Ray Kurzweil

8. @dadovanpeteghem

9. @dadovanpeteghem
Think about if you want to rent a house or go on an
expensive trip? With virtual reality, the seller could
put you there so you could virtually walk through that
house or hotel, more as if you were actually there."
NEWS
COVERAGE
EDUCATION SPORTS SHOPPING
COURTROOM
ENTERTAIN
MENT
THERAPY SALES!

10. @dadovanpeteghem
Our lives change

11. @dadovanpeteghem
Our businesses change

12. @dadovanpeteghem
1995+
Music
Photography
Video Rental
…
2010+
Print Media
TV
Travel
HR
…
2015+
Retail
Healthcare
Automotive
Education
Telco
Food
FMCG
Banking/Insurance
…
2020
All Safe
havens will be
subject to
digital
disruption
…
IT'S COMING, GET PREPARED

13. Digital
Transformation
A model to master
digital disruption
SOLD IN +40 COUNTRIES
@dadovanpeteghem
digitaltransformationbook.com

14. Digital Transformation is
@nickvinckier
the hype cycle…
TRIGGER
PEAK OF INFLATED EXPECTATIONS
TROUGH OF DISILLUSIONMENT
SLOPE OF ENLIGHTENMENT
PLATEAU OF PRODUCTIVITY
on top of

15. Digital Transformation is
@nickvinckier
the hype cycle…on top of
Google Search volume: ‘Digital Transformation’

16. I skipped 50 slides about
@dadovanpeteghem
Uber, Airbnb, Tesla, …
We are focusing on the hype.

17. @dadovanpeteghem

18. VENTURE
CAPITAL
@dadovanpeteghem
GLOBAL
SCALE
Disruptors play
a totally different game….
DIGITAL BY
DEFAULT

19. for YOU.
@dadovanpeteghem
Think what the impact will be

20. @dadovanpeteghem
“65% of the jobs today
won't exist in 2020”
- Saskia Van Uffelen, CEO Ericsson

21. @dadovanpeteghem newscientist.com/article/dn28439-the-hot-new-job-in-silicon-valley-is-being-a-robots-assistant/
The hot new job in Silicon Valley
is being a robot’s assistant

22. @dadovanpeteghem
The robot's assistant

23. @dadovanpeteghem
What about the sales person?

24. @dadovanpeteghem
How far are
WE from
OUR Uber
moment?

25. @dadovanpeteghem
UNDER-
STAND
THE
SHIFT
1

26. I’m just a practitioner ;-)
@dadovanpeteghem
I’m not a sales expert

27. CUSTOMER
self service
COMPANY
inbound
COMPETITOR
new tools
YOU
The 360°
digital shift

28. @dadovanpeteghem
B 2 C
The Internet is the Middle Man
B 2 B

29. @dadovanpeteghem
“This research found that customers reported being nearly 60
percent through the sales process before engaging a sales
representative, irrespective of price point”
The Buyers Journey
60%

30. @dadovanpeteghem
Research phase increasing due to ICT advances
The Buyers Journey
FOOD
32%
CLOTHING
44%
ELECTRONICS
64%
B2B
75%

31. @dadovanpeteghem
TAKING THE ORDER.
AWARENESS CONSIDERATION DECISION
INTERNET INTERNET YOU

32. @dadovanpeteghem
ALWAYS BE CLOSING

33. @dadovanpeteghem
EVEN THE DECISION
PHASE IS VIRTUALIZING…
AWARENESS CONSIDERATION DECISION
INTERNET INTERNET INTERNET

34. @dadovanpeteghem
90,000 $: Next, next, buy

35. @dadovanpeteghem
B2B ecommerce on the rise

36. @dadovanpeteghem
Forrester forecasts that…
1 million US B2B salespeople will
lose their jobs to self-service
eCommerce by the year 2020.

37. The way we buy is
@dadovanpeteghem
changing
to change!
The way you sell needs

38. @dadovanpeteghem
DOOR TO DOOR DRIVEN
Mind
buying a vacuum
cleaner, ma’am?
Well thank you,
young man.
1970s

39. @dadovanpeteghem
I need a vacuum
cleaner.
1980s
MEDIA DRIVEN
store

40. @dadovanpeteghem
I need a vacuum
cleaner.
2000s
DIGITAL MEDIA DRIVEN
store

41. @dadovanpeteghem
I need a vacuum
cleaner.
2010s
ECOMMERCE DRIVEN

42. @dadovanpeteghem
2020s
Ehm, ok…
Direct Online Sales
Hyper Market
Affiliate Marketing
Market PlaceS
Subscription ecommerce
Acces over ownership
On Demand
…
Your house is a
mess.
AUTOMATION DRIVEN

43. @dadovanpeteghem
Sensor-based ‘passive’ buying expected to
make up 15% of all purchases in 2020
http://venturebeat.com/2015/11/12/sensor-based-passive-buying-expected-to-make-up-15-of-all-purchases-in-2020/

44. @dadovanpeteghem
ON DEMAND

45. By 2020 customers will
manage 85% of their
relationship with a
business without talking to
a human being
@dadovanpeteghem
Gartner

46. @dadovanpeteghem
The sales person
as we know
will disappear…
But there is a future for sales

47. @dadovanpeteghem
PREPARE
YOURSELF
TO STAY
RELEVANT
2

48. @dadovanpeteghem
"EVERYONE HAS A PLAN TILL THEY
GET PUNCHED IN THE FACE"

49. STEP UP YOUR
DIGITAL GAME
@dadovanpeteghem

50. FROM ... ... TO
YOU,
The Salesperson
Digital
(at the
sidelines)
Digital in
the core
2015 2016
@dadovanpeteghem

51. Move
FROM 1.0
TO 2.0 .
@dadovanpeteghem

52. DIGITAL SALES
1.0
@dadovanpeteghem
- LinkedIn profile
- Digital presentations
- WeTransfer/Dropbox sharing
- CRM
- …

53. DIGITAL SALES
2.0
@dadovanpeteghem
Build & use your
Social Networks
Follow people, listen, engage.

54. @dadovanpeteghem

55. @dadovanpeteghem
/

56. @dadovanpeteghem
B2B =
BORING
2 BORING
/

57. @dadovanpeteghem
The
HUMAN
Factor

58. @dadovanpeteghem
Market yourself
Become a thought leader
DIGITAL SALES
2.0

59. @dadovanpeteghem
DIGITAL SALES
2.0

60. @dadovanpeteghem
INBOUND
will be the
BATTLE
FIELD

61. @dadovanpeteghem
CONTENT
SALES
CONVERSATIONAL
SALES
&EXPERTISE PERSONALITY

62. @dadovanpeteghem
DIGITAL SALES
2.0

63. @dadovanpeteghem
DIGITAL SALES
2.0
Add personal value
become a consultant

64. @dadovanpeteghem
DIGITAL SALES
2.0
"In Consultative Selling, the salesperson learns
about customer needs before talking product."
SOLUTION SETUP SERVICE

65. @dadovanpeteghem
DIGITAL SALES
2.0

66. @dadovanpeteghem
DIGITAL SALES
2.0
Leverage your metrics
become data driven!

67. @dadovanpeteghem
DIGITAL SALES
2.0

68. @dadovanpeteghem
EVEN THE DECISION
PHASE IS VIRTUALIZING
AWARENESS CONSIDERATION DECISION
INTERNET INTERNET INTERNET

69. @dadovanpeteghem
CLAIM BACK THE FUNNEL!
AWARENESS CONSIDERATION DECISION
YOU YOU YOU
Building & REALLY using
your social networks
Becoming
a TRUE thought leader
Become a PRO consultant
for your product/service

70. @dadovanpeteghem
3
ENLIGHTEN
YOURSELF
CONTANTLY

71. @dadovanpeteghem
“People who don't
spend 5 hours a week
online learning will
make themselves
obsolete”
AT&T CEO Randall Stephenson

72. @dadovanpeteghem
LIFE LONG
LEARNING

73. @dadovanpeteghem

74. @dadovanpeteghem

75. @dadovanpeteghem
This is the biggest shift since the
industrial revolution.

76. @dadovanpeteghem
GO ALL-IN
STEP UP YOUR DIGITAL GAME ;-)

77. dado.vanpeteghem
@duvalunion.com
Duval Union Consulting
founding partner
@dadovanpeteghem