The document discusses trends in sales effectiveness in a changing business environment. It notes that economic restructuring and lack of innovation have led to imbalanced value creation and demands for behavioral changes. Sales cycles are shortening while customers expect more collaboration both internally and externally. Successful sales approaches now involve co-creating value with customers rather than one-size-fits-all solutions. Salespeople are also changing how they are motivated and sales processes are becoming more agile to adapt to new demands and information needs.

1. Trends in Sales Effectiveness in a Sales 2.0 World

2. What’s happened in the markets?You are hereNASDAQDOWFTSE

3. Not so much a recession as …A restructuring of the economic order / creative destruction in actionDislocated value creation – imbalance of valueLittle innovation / reinventionUnwillingness to self-disrupt

4. Not so much a recession as …A restructuring of the economic order / creative destruction in actionDislocated value creation – imbalance of valueLittle innovation / reinventionUnwillingness to self-disruptDemands

5. Behavioral innovation – Apple, Amazon, Google

6. True Difference vs Differentiation

7. Real Mutual Value Creation vs Positioned ValueWhat’s happened in the markets?Are customers getting more demanding?

8. How much do you trust business?

9. How much do you trust business?

10. Who do you trust?

11. Who do you trust?

12. People, Process, Technology – Today?

13. Sales cycles are changing

14. How long does it take to lose a sale??

15. How long does it take to lose a sale?

16. What’s happening to sales cycles?2008?2009

17. What’s happening to sales cycles?2008-23%2009

18. The Buying CycleThe Selling CycleIdentify NeedsQualifyVisualize SolutionsRequirementsEvaluate AlternativesEvidenceNegotiate TermsAcquisitionPurchaseOrderRe-evaluateManage

19. Changing Sales Engagement?

20. Everyone’s in a hurryEveryone is in a hurry!

21. What’s changing with customers?

22. Key Question #1Why is the customerabout to say no?

23. Much more collaboration Internal

24. External And co-creation of value

25. No more “One-size-fits-all”

26. Are Sales People changing: What Motivates?Compensation or IncentivesThe thrill of the chaseMaking progress or winningRecognition

27. What motivates Sales People?The thrill of the chase Compensation / IncentivesRecognition Making progress or winning

28. What most frustrates sales managers?

29. Is this your sales team?

30. For each task what’s the importance level?

31. For each task what’s the importance level?

32. What’s your opinion of CRM?What’s in it for mePrimarily for management Somewhat usefulI wish it never existedCouldn’t live without it

33. What’s missing from CRM systems?Sales MethodologyCollaboration Tools Account ManagementSales Process Accurate Sales Forecast

34. The ‘Agile Imperative’

35. Software Development AnalogyRequirementsWaterfall MethodAnalysisSpecificationDesignCodingTestingDeployAgile MethodOverall Strategic Development Plan / Oversight

36. Agile BusinessManagementTraditional Business InnovationStrategicBusiness ModelProductProcessTechnologyDeliverAgile MethodOverall Strategic Development Plan / Oversight

37. 10 Things to consider …Re-conceive ‘value creation’ and valuesVolatility is here to stay – ability to respond is criticalDemands Now Information now and metricsSystems must provide “show progress” for salesEnable easy sales process /methodology complianceFix the CRM forecasting problem – true smart dataBuild-in predictive loss alerts / active coaching?Facilitate transparent collaboration with customersMaintain organizational agility – “Rightful Impatience”Applied Innovation

38. Innovation