1. The Next “New” Selling
Environment: 2012
Joe Galvin
September 21, 2011
Source: Joe Galvin

2. Welcome to “This Economy”
“Uncertain economy”
“Current economic conditions”
“Challenging economic times”
Source: Joe Galvin

3. Change How
We Sell?
• Provocative Selling
Provoke your client
• Challenger Model
Challenge their knowledge
• SPIN Selling
Situation, Problem,
Implications, Needs payoff
• FUD Selling
Fear, Uncertainty and Doubt
• Bare Handed Selling
Source: Joe Galvin

4. Change What We Say
• “Customer 2.0"
– More Informed
• Products to Solutions
– Products can be bought, solutions must be sold
• Buyer Dynamics
– Recognizing customer buying roles and patterns
Source: Joe Galvin

5. Information Technology
Accelerate Amplifies Illuminates
s
Information Mobility Data
Communications Multi-platform Analytics
Data acquisition Synchronization Transparency
Real time reporting Collaboration Contribution
Data, Information and Intelligence
Source: Joe Galvin

6. The Multi Channel Customer
Relationships
Personal and peer knowledge network
Vendor/supplier/provider/partner relationships
Inbound
React, respond, qualify, nurture, follow
Outbound
Search, research, engage, connect
Social
Chats, tweets, posts, blogs, communities, groups, profile
Access to Data, Information and Intelligence
Source: Joe Galvin

7. The Socialism of SFA
People
We all communicate
the same message
Process
We will all work the
same way
Technology
Union de Jovenes Comunist There is one structure
Young Communist League mural in Havana, Cuba
and system for us all
to use
Source: Joe Galvin

8. Sales Execution
How We Sell What We Say
Training Messages
Process and methodology Value, FAB, positioning, comparative
Skills, tactics and techniques Strategic roadmap, ROI/TCO
Product, market, competitors
Tools
People Documents, playbooks Presentations,
SME’s, Specialists, Strategists rich media, webinars Virtual events,
Coaching, Marketing community
Technology: SFA, Content, Social, Mobility
Source: Joe Galvin

9. The Next “New” Selling
Environment: 2012
Joe Galvin
September 21, 2011
joegalvin32@gmail.com
@joegalvin
Source: Joe Galvin