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A warm up module to sales people attending the Selling to Senior Executives Workshop
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Selling To Senior Executives
Why We Need To Change
Changing Sales Environment
The sales environment in which we learned to operate no longer exists due
to high-impact CHANGES.
The Perception:
What changes are affectingyour market place and the way
you sell?
Dynamic Changes in the:
Market
Buyer
Seller
Economy
Mergers & Joint VenturesSingtel + Optus
IBM + PWC
Oracle + Siebel
Oracle+ SUN
HP + EDS
Mega Mergers
Pharmaceuticals
Hoechst + Rhone Poulenc + Rorer = AVENTIS
Bristol Myer + Squibb + Sandoz + Ciba = NOVARTIS
July 2002 Pfizer + Pharmocia
$60 Billion Merger
How Far Can Mega Mergers Go?
2006 - Six Mega Pharmaceutical Companies with 80% Market Share
Mega Mergers
Concurrent Marketing by Frank V. Cespedes, Harvard Business School Press, 1995
Motorola DEC GM Xerox
Before TQM
5,000
10,000
9,000
10,000
2,000
After TQM and BusinessProcess Re-engineering
500
3,0003,000
5,500
180
BarclaysBank
TQM = Less Suppliers
New Type of Customer
• More knowledgeable
• More analytical
• More demanding
• Gives more strategic information
The Internet
Customers can now conduct their business:
Any time
Any place
Any information
In any language
The Middle Man
Sales people are middlemen.
Unless we offer significant value to the customer beyond communicating information, our entire profession is in jeopardy.
Visionary Selling by Barbara Geraghty
Collapse Of The Middle
Adapted from Value Migration by Adrian Slywotzky, Harvard Business School Press, 1997
Leveraged
Distribution
Geographic
Sales Organization
Strategic
Account Teams
Leveraged
Distribution
Geographic
Sales Organization
Strategic
Account Teams
BEFORE NOW
The Economy
The China Factor
The Unexpected
Government Regulations
The Perception:
The Reality:
Whatever it was
that got us where
we are today,
is not enough to
keep us there.
‘WHAT CAN WE DO?’
Consultative Selling Is…
• Based on empirical research
• About selling value at the executive level.
• A process which is a multi-step methodology that is teachable, repeatable, structured, consistent, sequential, and manageable.
• Composed of five sub-processes.
Selling To Senior Executives
4. Executive LevelPresentation
3. Defining YourBusiness Value
1. Executive Access
5. Value Management
2. Establishing Credibility