Digital Transformation In Sales Management

@dadovanpeteghem

Duval Union Consulting Social Seeder

@dadovanpeteghem

founding partner

@dadovanpeteghem

Ghent :)

@dadovanpeteghem

@dadovanpeteghem

MobileTHE SPEED OF CHANGE

Social

DigitalAnalog

Internet

@dadovanpeteghem

@dadovanpeteghem

WE ARE IN DIGITAL KINDERGARTEN :-) The Internet is 25 years old.

@dadovanpeteghem

"We won't experience 100 years of progress in the 21st century it will be more like 20,000 years of progress (at today's rate).

Ray Kurzweil

@dadovanpeteghem

@dadovanpeteghem

Think about if you want to rent a house or go on an expensive trip? With virtual reality, the seller could

put you there so you could virtually walk through that house or hotel, more as if you were actually there."

NEWS COVERAGE EDUCATION SPORTS SHOPPING

COURTROOM ENTERTAIN MENT THERAPY SALES!

@dadovanpeteghem

Our lives change

@dadovanpeteghem

Our businesses change

@dadovanpeteghem

1995+ Music Photography Video Rental

2010+ Print Media TV Travel HR

2015+ Retail Healthcare Automotive Education Telco Food FMCG Banking/Insurance

2020 All Safe havens will be subject to digital disruption

IT'S COMING, GET PREPARED

Digital Transformation A model to master digital disruption

SOLD IN +40 COUNTRIES

@dadovanpeteghem

digitaltransformationbook.com

http://www.digitaltransformationbook.comhttp://www.digitaltransformationbook.com

Digital Transformation is

@nickvinckier

the hype cycle

TRIGGER

PEAK OF INFLATED EXPECTATIONS

TROUGH OF DISILLUSIONMENT

SLOPE OF ENLIGHTENMENT

PLATEAU OF PRODUCTIVITY

on top of

Digital Transformation is

@nickvinckier

the hype cycleon top ofGoogle Search volume: Digital Transformation

I skipped 50 slides about

@dadovanpeteghem

Uber, Airbnb, Tesla,

We are focusing on the hype.

@dadovanpeteghem

VENTURE CAPITAL

@dadovanpeteghem

GLOBAL SCALE

Disruptors play a totally different game.

DIGITAL BY DEFAULT

for YOU.

@dadovanpeteghem

Think what the impact will be

@dadovanpeteghem

65% of the jobs today won't exist in 2020

- Saskia Van Uffelen, CEO Ericsson

@dadovanpeteghem newscientist.com/article/dn28439-the-hot-new-job-in-silicon-valley-is-being-a-robots-assistant/

The hot new job in Silicon Valley is being a robots assistant

http://www.newscientist.com/article/dn28439-the-hot-new-job-in-silicon-valley-is-being-a-robots-assistant/

@dadovanpeteghem

The robot's assistant

@dadovanpeteghem

What about the sales person?

@dadovanpeteghem

How far are WE from

OUR Uber moment?

@dadovanpeteghem

UNDER-STAND

THE SHIFT

1

Im just a practitioner ;-)

@dadovanpeteghem

Im not a sales expert

CUSTOMER self service

COMPANY inbound

COMPETITOR new tools

YOU

The 360 digital shift

@dadovanpeteghem

B 2 CThe Internet is the Middle Man

B 2 B

@dadovanpeteghem

This research found that customers reported being nearly 60 percent through the sales process before engaging a sales representative, irrespective of price point

The Buyers Journey

60%

@dadovanpeteghem

Research phase increasing due to ICT advances

The Buyers Journey

FOOD

32%

CLOTHING

44%

ELECTRONICS

64%

B2B

75%

@dadovanpeteghem

TAKING THE ORDER.

AWARENESS CONSIDERATION DECISION

INTERNET INTERNET YOU

@dadovanpeteghem

ALWAYS BE CLOSING

@dadovanpeteghem

EVEN THE DECISION PHASE IS VIRTUALIZING

AWARENESS CONSIDERATION DECISION

INTERNET INTERNET INTERNET

@dadovanpeteghem

90,000 $: Next, next, buy

@dadovanpeteghem

B2B ecommerce on the rise

@dadovanpeteghem

Forrester forecasts that1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020.

The way we buy is

@dadovanpeteghem

changing

to change!The way you sell needs

@dadovanpeteghem

DOOR TO DOOR DRIVEN

Mind buying a vacuum cleaner, maam?

Well thank you, young man.

1970s

@dadovanpeteghem

I need a vacuum cleaner.

1980s

MEDIA DRIVEN

store

@dadovanpeteghem

I need a vacuum cleaner.

2000s

DIGITAL MEDIA DRIVEN

store

@dadovanpeteghem

I need a vacuum cleaner.

2010s

ECOMMERCE DRIVEN

@dadovanpeteghem

2020s

Ehm, ok

Direct Online Sales Hyper Market

Affiliate Marketing Market PlaceS

Subscription ecommerce Acces over ownership

On Demand

Your house is a mess.

AUTOMATION DRIVEN

@dadovanpeteghem

Sensor-based passive buying expected to make up 15% of all purchases in 2020

http://venturebeat.com/2015/11/12/sensor-based-passive-buying-expected-to-make-up-15-of-all-purchases-in-2020/

@dadovanpeteghem

ON DEMAND

By 2020 customers will manage 85% of their relationship with a business without talking to a human being

@dadovanpeteghem

Gartner

@dadovanpeteghem

The sales person as we know

will disappearBut there is a future for sales

@dadovanpeteghem

PREPARE YOURSELF

TO STAYRELEVANT

2

@dadovanpeteghem

"EVERYONE HAS A PLAN TILL THEY GET PUNCHED IN THE FACE"

STEP UP YOUR DIGITAL GAME

@dadovanpeteghem

FROM ... ... TO

YOU, The Salesperson

Digital (at the

sidelines)

Digital in the core

2015 2016

@dadovanpeteghem

Move FROM 1.0 TO 2.0 .

@dadovanpeteghem

DIGITAL SALES 1.0

@dadovanpeteghem

- LinkedIn profile - Digital presentations - WeTransfer/Dropbox sharing - CRM -

DIGITAL SALES 2.0

@dadovanpeteghem

Build & use your Social Networks

Follow people, listen, engage.

@dadovanpeteghem

@dadovanpeteghem

/

@dadovanpeteghem

B2B = BORING2 BORING

/

@dadovanpeteghem

The HUMAN

Factor

@dadovanpeteghem

Market yourself Become a thought leader

DIGITAL SALES 2.0

@dadovanpeteghem

DIGITAL SALES 2.0

http://www.digitaltransformationbook.com

@dadovanpeteghem

INBOUND will be the

BATTLE FIELD

@dadovanpeteghem

CONTENT SALES

CONVERSATIONAL SALES&

EXPERTISE PERSONALITY

@dadovanpeteghem

DIGITAL SALES 2.0

@dadovanpeteghem

DIGITAL SALES 2.0

Add personal value become a consultant

@dadovanpeteghem

DIGITAL SALES 2.0

"In Consultative Selling, the salesperson learns about customer needs before talking product."

SOLUTION SETUP SERVICE

@dadovanpeteghem

DIGITAL SALES 2.0

@dadovanpeteghem

DIGITAL SALES 2.0

Leverage your metrics become data driven!

@dadovanpeteghem

DIGITAL SALES 2.0

@dadovanpeteghem

EVEN THE DECISION PHASE IS VIRTUALIZING

AWARENESS CONSIDERATION DECISION

INTERNET INTERNET INTERNET

@dadovanpeteghem

CLAIM BACK THE FUNNEL!

AWARENESS CONSIDERATION DECISION

YOU YOU YOUBuilding & REALLY using

your social networksBecoming

a TRUE thought leaderBecome a PRO consultant for your product/service

@dadovanpeteghem

3

ENLIGHTEN YOURSELF

CONTANTLY

@dadovanpeteghem

People who don't spend 5 hours a week online learning will make themselves obsolete AT&T CEO Randall Stephenson

@dadovanpeteghem

LIFE LONGLEARNING

@dadovanpeteghem

@dadovanpeteghem

@dadovanpeteghem

This is the biggest shift since the industrial revolution.

@dadovanpeteghem

GO ALL-INSTEP UP YOUR DIGITAL GAME ;-)

dado.vanpeteghem @duvalunion.com

Duval Union Consulting

founding partner

@dadovanpeteghem