The document discusses how sales forces must transform to address changes in customer expectations and decision making processes. It notes that customers now have longer, more strategic decision processes that involve new influencers and consider a broader set of options. It also discusses how the roles of account managers are changing and require new capabilities focused on business acumen rather than just solution or value selling. The presentation agenda covers how customer needs are evolving, challenges in transforming sales organizations to address these changes, and determining if companies are ready to make the necessary changes.

1. As Key Customers Change, How Are
You Changing With Them?
Key Factors for Successful Sales Force
Transformation
May 25, 2010

2. Presenters
Greg Nesbitt, Vice President, at Philips Healthcare
Paul Hesselschwerdt, President at Global Partners
Michael Wolf, Director at Global Partners
Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com
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3. Today's Agenda
• Changes in customers' decision process and expectations for
key suppliers;
• Product Sale to Solution Sale to Trusted Business Advisor;
• Transforming the Sales and Marketing Organizations,
Challenges, Approaches and Critical Success Factors;
• Is your Organization ready? Making the case for change
Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com
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4. Future Focus Research
Selling and Account Management in the New Global Economy
1. Customer Buying Process is longer, more strategic and financially-
driven, more complex and involves new decision-makers and influencers;
2. Roles and Relationships between Account Managers and Customers are
changing significantly;
3. Value Selling and Solution Selling are no longer sufficient to differentiate
suppliers' offers, win profitable business and maintain long-term
relationships as a strategic supplier;
4. New behaviors for Account Managers that require significantly greater
business acumen capabilities;
5. Managing the transition while keeping the existing business running
Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com
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5. The 'New Normal' Customer Decision Process
Meeting Stated Customer
Existing Solution Options: Requirements:
Product/Solution Decision Which products, services Which solution and supplier
Maker and suppliers are meets the requirements
available to meet my and offers the best deal?
What new technology, requirements?
equipment, capabilities,
resources do I need to
acquire?
Assessment Concept Proposal Selection
Addressing Strategic
Requirements Creatively:
Broader set of Options
Which supplier puts
Strategic Decision Maker What is the best together a complete
combination of solutions, program that addresses
What do I need to drive services, pricing and the strategic need while
more market share, grow funding that optimizes my optimizing my use of
profitable revenue, financial resources and financial resources?
increase Operating Profit addresses strategic needs?
and cash Flow?
Copyright © 2011. Global Partners, Inc. All Rights Reserved. www.globalpartnersinc.com
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