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The world changed
- Mobile!
- Cloud!
- SaaS!
- Datafication!
- Artificial Intelligence!
The world changed Mobile ! Cloud ! SaaS ! Datafication ! - - PowerPoint PPT Presentation
The world changed Mobile ! Cloud ! SaaS ! Datafication ! - - PowerPoint PPT Presentation
The world changed Mobile ! Cloud ! SaaS ! Datafication ! Artificial Intelligence ! The relation with your customers changed Please meet the new buyer Highly informed Higher expectations Less time The buyer journey changed
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The relation with your customers changed
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Please meet the new buyer
Highly informed Higher expectations Less time
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The buyer journey changed
Research First contact with supplier Purchase decision
57%
$
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The sales and marketing funnel changed
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The role of Sales changed
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Death of the Salesman
Complexity
- f offering
Complexity of decision making
Simple Complex Complex
Order takers
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Death of the Salesman
Complexity
- f offering
Complexity of decision making
Simple Complex Complex
Order takers
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Death of the Salesman
Complexity
- f offering
Complexity of decision making
Simple Complex Complex
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The salesman is dead. ! Long live the salesman!
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Non – digital channels remain important
67% 82% 91% 67% 64% When expensive When complex When negotiating price Requires Installation Requires service Source: Forrester 224 US B2B Buyers and Sellers
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Long live the Salesman
Complexity
- f offering
Complexity of decision making
Simple Complex Complex
Explainers Consultants Navigators
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Loyalty is a result not of WHAT you sell, but HOW you sell…
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A new way of selling
Commercial Teaching
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The content struggle
How sales experiences it
Marketing Sales
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The new buyer does not like the old sales rep
66% of buyers feel most of the information shared during the buying process is not relevant.
(Forrester Research)
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The new buyer does not like the old sales rep
Only 15% of buyers believe that their meetings with salespeople are valuable.
(Forrester Research)
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Some more data about the new buyer
53% of buyers doesn’t want to talk to sales.
(Forrester Research)
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And businesses are starting to feel this
Highly informed Always connected More options
2017 2016 2018 2010 2011 2012 2013 2014 2015 2019
% of reps achieving quota 58.1% 63.0% 58.2% 54.6%
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But Sales Teams ARE NOT READY
With Relevant Content For The Last Mile
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Scaling Sales Excellence
120 80 40
12 8 4
120
12 24
80
8
40
4
80
8
80
8 48 8
80
8
80
8
Top performers Average performers Bottom performers
Quota attainment 10% increase in success Overall increase What does this typically mean?
=
Productivity Cross-sells Upsells Sales cycles
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The Content chaos before Showpad
No feedback No feedback
PURCHASE EVALUATION INTENT CONSIDERATION INTEREST AWARENESS
The New Buying Funnel
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Aligning Sales with Marketing Closing the feedback loops
Analytics Insights
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Showpad: The company
01.
+215 employees Strong hiring focus engineering - PS - CS
03.
+1000 Customers +120.000 Users 96% Retention +55 NPS +60M Funding
02.
4 Offices Ghent - London - SF - Portland
04.
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+1000 Customers
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