Salesmen 3.0

Stop selling ice to Eskimos!

An Alaskan

• Multi-culturalist:

worked for 5 nationalities

• Multi-profiler:

sales, marketing & management

• But sorry, not an accountant…

Identikit

But not in a classical way…

6 offices 85 employees

The times, they are a-changing…

• Sales 1.0: marketing vs. sales, black box selling, sales the lead

• Sales 2.0: CRM, efficienty & effectivity, marketing leads to start selling

• Sales 3.0: Better technology, conversation manager supporting sales

• Disruptive selling:

• Client takes the lead

• Everybody has a client relation

• Sales, marketing & customer service integrated in one sales proces

1997

2007

2017

Profiles in transition: All Accountants Marketeer?

• Accountancy = experience + science + emotions

The increasing importance of the right brain:

• Listening to the client

• Showing emotions

• To see the global picture

• Making associations

Profiles in transition: the evolution

Advisor Coach Networker

Complementary of

Accountancy and Sales&Marketing

Accountancy Sales&Marketing

Numbers Words

Black and white Fifty shades of grey

Facts Emotions

Cooperation = creating added value

The salesman’s role

Create personae:

- Customer Journey

- Value delivery

No die hard sales but coach:

- Stop selling, start helping

- Networking

- Mediator

- Co-learning

Setting up Alliance: United we stand

Profile of the new salesman

Triple A model: The new selling

Authenticity Helping the client, be there for the client

Accountability Cost to sell and cost to serve, economical

Agility Being flexible in continuous transition

Your future Salesman?

EQ

Generalist

Reliable

Be memorable

FlexibleCommercial

skills

Technology

skills

Trust

Learning

Competences of the salesman

• Disruptive selling: no walls to redesign sales

• Sales, marketing & customer service = 1

• Online coaching: ex www.Gong.Io

• Applification : Facilitated by marketing technology

Management:

Change the old, bring in the new

Management:

Change the old, bring in the new

Marketing

• Responsible

• Lead generation

• Sales nurtering: MQL to SQL

Sales

• Leads toprospects

• Less visits

• Communication by soc media etc

Customer service

• Manages therelationmanagement

• Actions, propositions

Management: Objectives & Key

Results (OKR)

Company Objective

KR1 KR2 KR3

Team Objective

KR1 KR2 KR3

Team Objective

KR1 KR2 KR3

www.Weekdone.com : PPP

The integration of the salesman

Obstacles

• Values

• Price setting

• Recruitment

• Lack of marketing automation

Success

• Open culture

• Mixed profiles

• Decision-making

Advantages

• New alliances

• New dynamics

• New businesses

Challenges of the salesman

Preparation Proposition Closing

• Step by step introduction of changes

• Bringing singularity in marketing, sales

and customer service

• Data driven decisions (ex:www.crystalknows.com)

• Digital becomes human

• Internet of things

Conclusion: dynamic disruption

and perpetual readiness

Turn opportunity into sales results!

Succes