The Successful
Salesperson
of the Future:
Salespeople Are Adaptable To Change!
I. The World of Change –
History of Transformations
I A. “Been There – Done That!”
Centuries of Sales Transformations
I B. The New World of
Selling:
A “Mega-Transformation”
II. Effects – Of The Current “Mega-Transformation”
II B. Three Evolved Types of “Value” Buyers
II C. Organizations Are Seeking
Selling/Marketing
Efficiencies and Effectiveness
II C. Organizations Are Seeking
Selling/Marketing
Efficiencies and Effectiveness
(Continued)
III. Efficiency - “Go-to-Market” Systems
III A. What Is A “Go-To-Market” System?
III B. What Is The Purpose
of A
“Go-To-Market” System?
III C. Basic “Go-To-Market” System:
Multiple Channels
III D. Efficiency vs. Effectiveness
for
“Go-to-Market” Participant Choices
III E. Efficiency Bottom-Line:
Multiple Channels
IV. Effectiveness - Three Evolved Selling Roles
IV A. Effectiveness - Three Evolved Selling Roles
IV B. Effectiveness: Three Selling Roles & Relationship Intensity
V. Practical Tips - Becoming a Successful Salesperson of The Future
V A. Practical Tip: Become A Consultative Salesperson
V B. Practical Tip: After-Sale Service- Implementation
V C. Practical Tip: After-Sale Service- Maintenance and Development
V C. Practical Tips (Cont.):
Account Maintenance
V C. Practical Tips (Cont.):
Account Development