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Digital transformation in Sales Management
The document discusses the rapid digital transformation in sales management and its implications for businesses, emphasizing the need for adaptation to avoid obsolescence. It highlights the evolving buyer's journey, where customers are increasingly self-sufficient in the purchasing process, and predicts a significant decline in traditional sales roles. The author advocates for embracing digital sales strategies and continuous learning to remain relevant in a changing landscape.
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Introduction to digital transformation in sales management and a model to master digital disruption.
Discussion on the rapid pace of digital change impacting lives and businesses, introducing digital disruption.
Discussion on the rapid pace of digital change impacting lives and businesses, introducing digital disruption.
Discussion on the rapid pace of digital change impacting lives and businesses, introducing digital disruption.
Introduction to digital transformation in sales management and a model to master digital disruption.
Explains the hype cycle of digital transformation, emphasizing the cycle stages and topics like Uber and Airbnb.
Highlights the future job landscape with 65% of jobs being obsolete and the rise of new roles, such as robot assistants.
Describes the evolution of sales, digital shifts, and the changing buyer’s journey with substantial statistics.
Describes the evolution of sales, digital shifts, and the changing buyer’s journey with substantial statistics.
Covers the rise of B2B eCommerce, job loss predictions, and the necessity to adapt sales strategies to changes.
Covers the rise of B2B eCommerce, job loss predictions, and the necessity to adapt sales strategies to changes.
Illustrates the evolution of sales channels from door-to-door to automation and digital methods.
Discusses predictions on passive buying and customer relationships increasingly managed without human interaction.
Discusses predictions on passive buying and customer relationships increasingly managed without human interaction.
Highlights the future job landscape with 65% of jobs being obsolete and the rise of new roles, such as robot assistants.
Advises on preparing for a relevant sales career by stepping up digital engagement.
Explores the transition from Digital Sales 1.0 to 2.0, focusing on social networks and consultative selling.
Explores the transition from Digital Sales 1.0 to 2.0, focusing on social networks and consultative selling.
Explores the transition from Digital Sales 1.0 to 2.0, focusing on social networks and consultative selling.
Explores the transition from Digital Sales 1.0 to 2.0, focusing on social networks and consultative selling.
Emphasizes the importance of lifelong learning and continuous adaptation in the rapidly changing digital landscape.
Emphasizes the importance of lifelong learning and continuous adaptation in the rapidly changing digital landscape.
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Digital transformation in Sales Management
- 1.
- 2. Duval Union Consulting SocialSeeder @dadovanpeteghem founding partner @dadovanpeteghem Ghent :)
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- 4. @dadovanpeteghem Mobile THE SPEED OFCHANGE Social Digital Analog Internet
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- 6. @dadovanpeteghem WE ARE INDIGITAL KINDERGARTEN :-) The Internet is 25 years old.
- 7. @dadovanpeteghem "We won't experience100 years of progress in the 21st century — it will be more like 20,000 years of progress (at today's rate).” — Ray Kurzweil
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- 9. @dadovanpeteghem Think about ifyou 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!
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- 12. @dadovanpeteghem 1995+ Music Photography Video Rental … 2010+ Print Media TV Travel HR … 2015+ Retail Healthcare Automotive Education Telco Food FMCG Banking/Insurance … 2020 AllSafe havens will be subject to digital disruption … IT'S COMING, GET PREPARED
- 13. Digital Transformation A model tomaster digital disruption SOLD IN +40 COUNTRIES @dadovanpeteghem digitaltransformationbook.com
- 14. Digital Transformation is @nickvinckier thehype cycle… TRIGGER PEAK OF INFLATED EXPECTATIONS TROUGH OF DISILLUSIONMENT SLOPE OF ENLIGHTENMENT PLATEAU OF PRODUCTIVITY on top of
- 15. Digital Transformation is @nickvinckier thehype cycle…on top of Google Search volume: ‘Digital Transformation’
- 16. I skipped 50slides about @dadovanpeteghem Uber, Airbnb, Tesla, … We are focusing on the hype.
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- 18. VENTURE CAPITAL @dadovanpeteghem GLOBAL SCALE Disruptors play a totallydifferent game…. DIGITAL BY DEFAULT
- 19. for YOU. @dadovanpeteghem Think whatthe impact will be
- 20. @dadovanpeteghem “65% of thejobs today won't exist in 2020” - Saskia Van Uffelen, CEO Ericsson
- 21. @dadovanpeteghem newscientist.com/article/dn28439-the-hot-new-job-in-silicon-valley-is-being-a-robots-assistant/ The hotnew job in Silicon Valley is being a robot’s assistant
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- 23. @dadovanpeteghem What about thesales person?
- 24. @dadovanpeteghem How far are WEfrom OUR Uber moment?
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- 26. I’m just apractitioner ;-) @dadovanpeteghem I’m not a sales expert
- 27. CUSTOMER self service COMPANY inbound COMPETITOR new tools YOU The360° digital shift
- 28. @dadovanpeteghem B 2 C TheInternet is the Middle Man B 2 B
- 29. @dadovanpeteghem “This research foundthat customers reported being nearly 60 percent through the sales process before engaging a sales representative, irrespective of price point” The Buyers Journey 60%
- 30. @dadovanpeteghem Research phase increasingdue to ICT advances The Buyers Journey FOOD 32% CLOTHING 44% ELECTRONICS 64% B2B 75%
- 31. @dadovanpeteghem TAKING THE ORDER. AWARENESSCONSIDERATION DECISION INTERNET INTERNET YOU
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- 33. @dadovanpeteghem EVEN THE DECISION PHASEIS VIRTUALIZING… AWARENESS CONSIDERATION DECISION INTERNET INTERNET INTERNET
- 34. @dadovanpeteghem 90,000 $: Next,next, buy
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- 36. @dadovanpeteghem Forrester forecasts that… 1million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020.
- 37. The way webuy is @dadovanpeteghem changing to change! The way you sell needs
- 38. @dadovanpeteghem DOOR TO DOORDRIVEN Mind buying a vacuum cleaner, ma’am? Well thank you, young man. 1970s
- 39. @dadovanpeteghem I need avacuum cleaner. 1980s MEDIA DRIVEN store
- 40. @dadovanpeteghem I need avacuum cleaner. 2000s DIGITAL MEDIA DRIVEN store
- 41. @dadovanpeteghem I need avacuum cleaner. 2010s ECOMMERCE DRIVEN
- 42. @dadovanpeteghem 2020s Ehm, ok… Direct OnlineSales Hyper Market Affiliate Marketing Market PlaceS Subscription ecommerce Acces over ownership On Demand … Your house is a mess. AUTOMATION DRIVEN
- 43. @dadovanpeteghem Sensor-based ‘passive’ buyingexpected 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/
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- 45. By 2020 customerswill manage 85% of their relationship with a business without talking to a human being @dadovanpeteghem Gartner
- 46. @dadovanpeteghem The sales person aswe know will disappear… But there is a future for sales
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- 48. @dadovanpeteghem "EVERYONE HAS APLAN TILL THEY GET PUNCHED IN THE FACE"
- 49. STEP UP YOUR DIGITALGAME @dadovanpeteghem
- 50. FROM ... ...TO YOU, The Salesperson Digital (at the sidelines) Digital in the core 2015 2016 @dadovanpeteghem
- 51. Move FROM 1.0 TO 2.0. @dadovanpeteghem
- 52. DIGITAL SALES 1.0 @dadovanpeteghem - LinkedInprofile - Digital presentations - WeTransfer/Dropbox sharing - CRM - …
- 53. DIGITAL SALES 2.0 @dadovanpeteghem Build &use your Social Networks Follow people, listen, engage.
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- 58. @dadovanpeteghem Market yourself Become athought leader DIGITAL SALES 2.0
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- 63. @dadovanpeteghem DIGITAL SALES 2.0 Add personalvalue become a consultant
- 64. @dadovanpeteghem DIGITAL SALES 2.0 "In ConsultativeSelling, the salesperson learns about customer needs before talking product." SOLUTION SETUP SERVICE
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- 66. @dadovanpeteghem DIGITAL SALES 2.0 Leverage yourmetrics become data driven!
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- 68. @dadovanpeteghem EVEN THE DECISION PHASEIS VIRTUALIZING AWARENESS CONSIDERATION DECISION INTERNET INTERNET INTERNET
- 69. @dadovanpeteghem CLAIM BACK THEFUNNEL! AWARENESS CONSIDERATION DECISION YOU YOU YOU Building & REALLY using your social networks Becoming a TRUE thought leader Become a PRO consultant for your product/service
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- 71. @dadovanpeteghem “People who don't spend5 hours a week online learning will make themselves obsolete” AT&T CEO Randall Stephenson
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- 75. @dadovanpeteghem This is thebiggest shift since the industrial revolution.
- 76. @dadovanpeteghem GO ALL-IN STEP UPYOUR DIGITAL GAME ;-)
- 77. dado.vanpeteghem @duvalunion.com Duval Union Consulting foundingpartner @dadovanpeteghem