A Brave New World

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A Brave New World
2000-2001
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A Brave New World

• Is Your Sales Strategy Obsolete?

• Do you have a sales strategy?

• Do you have new tools?

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A Brave New World

• Whats Changed in Sales?

Everything!
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A Brave New World

• What Remains the Same?

• The 6 Factors of Successful Sales

• Sales Planning
• Territory Planning
• Key Account Planning
• Database Management
• Reporting Monitoring
• Hiring Training Professionals

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A Brave New World

• Whats New?

• Your customers needs are different

• Information
• Speed
• Supply Chain Management
• Solutions
• Internet-based tools

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Current Supply Chain
Suppliers
Customers
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New Supply Chain
Suppliers
Customers
Online Markets
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A Brave New World
Covisint
Parts6.9 billion
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A Brave New World
Global Net Exchange
Supplies80 billion
50, 000 suppliers
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A Brave New World
Worldwide Retail Exchange
17 others
Supplies120 billion
100,000 suppliers
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A Brave New World
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A Brave New World

• Aerospace- September
• Boeing, Lockheed, Martin, Raytheon
• Airlines- not announced
• Delta, American, United, Continental
• Computers- August
• HP, Compaq, 10 others
• Hotels- December
• Marriott/Hyatt

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A Brave New World

• E-Malls

• Take months not years
• 55 billion in transactions now
• 1.4 trillion in 2004

Whats your piece?
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A Brave New World

• Jack buys a book Instantly Cheaply

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What do I do?

• Use new weapons

• Solution Selling

• Sales Automation Tools

• Hardware

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What do I do?
Solution Selling

• Solutions not products
• Consultative sales
• Partnering alliances
• Long view, not short term

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Solution Selling

• Solutions that help sell
• Better Sales information
• Leads, competitors, problems
• Better value propositions
• Sales presentation content tools
• Better ways to manager orders
• Orders, agreements contracts
• Simpler ways to communicate
• Internal External

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Solution Selling

• 4 Ideas

• Start with the buyer, not the seller
• Create buyer seller collaboration
• Add data-rich communication tools
• Track report automatically

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Where do I go?
Solution Selling
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What do I do?
Sales Automation

• Customer Relationship Management
• Provides information
• much more quickly
• much more directly
• Moves transactions online
• Freeing up Sales to provide more value

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Where do I go?
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What do I do?
cheap
New Hardware

• Its all about instant communication
• Phones
• PDAs
• Internet telephony

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New Hardware

• Why wireless displacement?
• Mobile workers
• 44 million today
• 60-108 million by 2001
• Wireless phone use
• 186 million US phone lines
• 86 million US cellular phone lines
• Networked homes
• 650K today
• 10 million in 2003

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New Hardware

• Who wins?

• Smart Phones win.
• Voice data devices with browsers win.
• Free calls win.

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• Who Wins?

AOL Instant Messenger(sm) 
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A Brave New World

• Manage the basics
• Proactively study the new world
• Learn about consultative selling
• Invest in Sales Automation
• Use the new hardware