Episode - 1

The Future of Sales

Created by Jacco van der Kooij

Created by Jacco van der Kooij

Created by Jacco van der Kooij

Created by Jacco van der Kooij

Created by Jacco van der Kooij

Created by Jacco van der Kooij

Created by Jacco van der Kooij

With Relationships Being the New Currency - Enabled By Social Media - A New Generation of Business Professionals Rises.

They Are Organized Differently and Use New Tools, Skills, Methodology, and Fresh Content.

They Are the Future of Sales.

Traditional Sales is Proving to be an Ineffective Way of Doing Business.

The Year is 2013 A.D. A Perfect Alignment of Mobility, Tablet, Cloud & Social Media is Changing the Way We Do Business.

And Sales Teams Are Asked by Customers to Please Stop Selling!

And Start Creating Value by Solving a Client's Problems.

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

Content

Tools

none

significant

10 Bold Predictions

About the Future of Sales

Statement Navigator Console

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

1 Out of Every 2 Sales Jobs in the US Will Be Eliminated

Content

Tools

none

significant

• Due to increase in online sales (transactional)
• Change in tools that make selling more efficient (Companies like, Nimble, SlideRocket, are great examples)
• 'Sales' will be removed from job titles

Statement Navigator Console

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Sales Focus Will Shift to

Value Creation

Skills

Content

Tools

none

significant

• Gain in depth knowledge about your client's needs, beyond to what your solution offers
• It is not about problem solving it is about what value does your solution/service create
• From a hierarchical model around quota roll-up in response to 'what you sold' to a flat soccer team like organization around 'who can help you create value '

Statement Navigator Console

Webinar TrustTriangle

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

Customers Will Only Communicate With People They Trust

Content

Tools

none

significant

• Importance of LinkedIn connections providing context and transparancy
• Having a great personal 'brandname' will result in higher compensation
• Expect first LinkedIn Group to be sold for $1,000,000

Statement Navigator Console

Guide to LinkedIn

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

Senior Executives Will Do Their Own "Cold-Calling"

Content

Tools

none

significant

With an increased focus on relationships, and your clients demanding insights in their business ;

• Inside sales teams will be unable to obtain credibility and efficiency will drop below + ROI
• Instead executives will be asked to leverage their credibility & do Exec-to-Exec cold calling

Statement Navigator Console

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Social Media Will Be

the Critical Forecasting Metric

Skills

Content

Tools

none

significant

• Social Media provides a view deeper into a funnel
• Social Media provides statistical data based on views, mentions, likes etc. to compliment a sales persons input
• For SaaS based business, all forecasting will originate based on social media statistics

Statement Navigator Console

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

90% of Field Sales

Activity Becomes "Virtual"

Content

Tools

none

significant

• For sales, instead of spending time on the road, spend it on research & preparation
• Instead of setting a date 2 mo's from now why not , send him sophisticated in depth research that can be viewed at their time/location, with voice over!
• Virtual selling scales significantly better both in quantity and quality

Statement Navigator Console

CAC Research

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

Inside Sales Will Cease to Exist

Content

Tools

Inside Sales function will become "Client Intelligence", similar to how Account Managers have turned into Success Managers. Client Intelligence is responsible for

• Obtaining valuable information FOR the client such as market research
• Preparation of information in a 'Tufte' like manner

none

significant

Statement Navigator Console

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

Sales Will Communicate Mostly In Visuals & Emotions

Content

Tools

none

significant

• You have to stand-out, through 'Hollywood' quality content, made possible through new tools
• You are building 'content magnets' to find the 'same needle' in a way larger haystack
• The rise of a new sales collateral "video Graphic"

Statement Navigator Console

Guide to Video Use

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Sales Will Have the Most Sophisticated Training

Skills

Content

Tools

The new professionals will obtain the same 'level' of training as top athletes

• frequent
• instant
• focused on 1 skills at a time, and
• goal driven.

none

significant

Statement Navigator Console

Sales Training

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Sales Will Be Compensated on the Quantity and Quality of LinkedIn Connections

Skills

Content

Tools

none

significant

Social Media Exposure can act as the voice of the market validating the role a sales person plays;

• Connections
• Views
• Engagement

Statement Navigator Console

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Bold Predictions

Skills

• One Out-of Every Two Sales Jobs To Dissappear
• Sales will Restructure Around Value Creation
• 'Buyers' Only Work With Those That are Connected
• Executives are Held Responsible for Lead-Gen
• Social Media Stats Used to Forecast
• 90% of Field Sales Activity to go Virtual
• Inside Sales Will Be Replaced by Client Intelligence
• Communicate in Picture & Emotions
• Sales will Become the Best Trained Group
• Sales will get Hired/Fired on Social Networking

Content

Tools

none

significant

@

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

Content

Tools

none

significant

Every morning in Africa a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed.

Every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death.

It doesn't matter whether you are a lion or a gazelle – when the sun comes up, you had better be running.

@

Unknown

1

2

3

4

5

6

7

8

9

X

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Episodes

Skills

Content

1

2

3

4

5

Tools

none

significant

The Future Of Sales

The Wave of Changes

Trust the Superstar Method

The Power of Analytics

Compensate for Success

Oct'12

Nov'12

8

10

6

7

9

From Funnel to Journey

Superstar Tool LinkedIn

Building a team of Superstars

Superstar Training Program

Superstar Skill Engage a client

@

Resource Guide

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

Daniel Adams

DAdams@TrustTriangleSelling.com

4

4

Jun

Jacco Van Der Kooij

jacco.vanderkooij@gmail.com

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Skills

Locating contacts

Content

Tools

none

significant

@

Contact Info

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Credits

1

Skills

10

2

Content

9

Tools

3

none

significant

Bold Statements

Building Blocks for Success

8

@

4

7

5

6

Contact Us

Intro Video

@

Navigator

<

>

Starts today

Area of impact

Speed of change

Thu

1

1

4

4

Jun

Social Media Footprint

Organization

The Future Of Sales

1

5

10

Methodology

Artwork

iStockphoto

Music

Jonathan Hodgson Sharp

Prometheus / Titanium Rain

Available on Amazon

References

Although many information let to this creation I like to single out the following:

Forbes Magazine

Is Your Sales Model Obsolete

by @MikeMyatt

Youtube vision of sCRM

by Jon Ferrara, CEO Nimble @sCRM

Content vision

Chuck Dietrich, CEO SlideRocket

John Rhode, Marketing SlideRocket

Hydration

Jay Sublett & Chance Decker, RedBull

Skills

Content

Tools

none

significant

@

Credits

<