This is a brief presentation on how I see the future of sales, marketing and customer service. It is my conviction that in the following years companies will face a lot of challenges in getting their organisational structures and processes adapted to the new selling and to the changing expectations of customers who want answers, service and a good deal when they want it, via the channel they want it and in a form adapted to the device and interfacing tool they are using.

1. 1
The future of sales.
!
THE CPI VISION ON THE FUTURE OF SALES, MARKETING
AND CUSTOMER SERVICE.
!
!

2. 1
The world is changing.
!

3. 1
!
Customers talk to each
other about you and
about your products.
!
!

4. 1
!
And about how it is to do
business with your
company.
!
!

5. 1
Customers explore up to
70% of information about
products online before
talking to a potential
supplier.
!
!
!

6. 1
!
Your sales reps are no
longer in charge of the
selling process.
!
!

7. 1
!
Unsolicited sales visits
and phone calls are
experienced as intrusive.
!
!

8. 1
!
This is what happens
every 60 seconds every
day…
!
!

10. 1
!
And still some companies
are putting sales people
on the road.
!
!

11. 1
!
Sending them out on a
wild goose chase for
prospects without any
preparation.
!
!

14. 1
!
Buying databases of
companies to call and
harass.
!
!

15. 1
!
While most of the selling
is now done in the cloud
and at a much different
pace with completely
different rules.
!
!

17. 1
!
Time to rethink the way
you are selling.
!
!

18. 1
!
Welcome to the double
funnel sales process.
!
!

19. © Steve Blank

20. 1
!
Where the marketing
department generates the
leads.
!
!

21. 1
!
By smart use of social
and digital media and
content marketing.
!
!

22. 1
!
Where sales visits are
more exception than rule.
!
!

23. 1
!
Where customer service is
the pivotal point of
customer interaction and
loyalty.
!
!

24. 1
!
Where customers do
much of the work your
sales people used to do.
!
!

25. 1
!
And feel happy about it.
!
!

26. Would you like to find out
what the new selling can
mean for your business
model?

27. Consider the first sale as
the first step in a long
term relation.
Every journey
starts with the first
step.

28. 1
!
But no results without
effort…
!
!

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

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

31. 1
Do you see the possibilities?
!

32. 1
Sales 3.0!
Lead. !
Follow. !
Or get out of the way.!
!

33. 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

34. Let’s connect
!
Mail : patrick.maes@cpi-consulting.eu!
Phone : +32 (0) 495 124 126!
Twitter : @patrick_cpi

35. Thank you for your time !