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In the new economy where volatility, uncertainty, complexity and ambiguity, to focus on delivering the best customer experience is key for being succesful and growing your business.
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Sales and Marketing in the New Economy
XChange Latin AmericaGaylord Texan, Dallas TXAugust 22, 2012Ruben Bravo
WhyInformation and knowledge for successful business.
WhatDiscuss key elements that affect your business today and in the near future.Capabilities that have proven their value for the new business environment.
HowThe new economyFocus pointsWhich capabilitiesImpact on Sales and Marketing
The business world is defined by:
Volatility
Uncertainty
Complexity
Ambiguity
VUCA is a neutral force.
It is our challenge to transform it and find the opportunity within.
AgilityProcessTechnologyMetrics and Analytics
AwarenessPolitical Economical SocialTechnologicalLegalEnvironmental
VisionFocusInspiringAlignment
InnovationExperimentCollaborate
Let’s focus on just one of the important dilemmas in IT Services Business:
How organizations and people buy is dramatically changing!
How organizations buy is changing because they have access to:
• information• relevant references (Connections, friends,
family, etc.)• global providers• new methodology• new business models
Anytime, anywhere
+
Buyers expect a complete experience.They want to buy, they do not want to be sold to.
But at the same time they will not only buy your product/service, but open to buy more of your services and will share referrals and are talk about their experience.
The old saying is still valid:
People do business with people they know, like and trust!
Now they have all digital tools to do it:
Anytime, anywhere
Customers =A great and valuable experience
Product and Services
Marketing
Sales
Customer Service
The Purchasing process is evolving.
Your sales process should also adapt:From Consultative Selling To Sales 2.0
AwarenessPolitical Economical SocialTechnologicalLegalEnvironmental
VisionFocusInspiringAlignment
InnovationExperimentCollaborate
AgilityProcessTechnologyMetrics and Analytics
In a VUCA world you need:
A satisfied customer is the best business strategy of all.
Michael LeBoeuf
A good plan violently executed now is better than a perfect plan executed next week.
George S. Patton
