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From Selling to Co-Creating
- Dr. Régis Lemmens
Current and Future Trends
From Selling to Co-Creating
From Selling to Co-Creating Dr. Rgis Lemmens Current and Future - - PowerPoint PPT Presentation
From Selling to Co-Creating Dr. Rgis Lemmens Current and Future - - PowerPoint PPT Presentation
From Selling to Co-Creating Dr. Rgis Lemmens Current and Future Trends From Selling to Co-Creating The Co-Creator Sales Trends Analysis Market Sales Management (Targets and Rewards) Knowledge and Competencies Customer Behaviour Sales
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The Co-Creator
Sales Trends Analysis
Market Customer Behaviour Knowledge and Competencies Sales Process Sales Management (Targets and Rewards) Sales Organisation Value Proposition
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The Co-Creator
Sales trends Analysis
Market Customer Behaviour Knowledge and Competencies Sales Process Sales Management (Targets and Rewards) Sales Organisation Value Proposition
What are the major changes that happened in your market? What are the major changes that happened with the buying behaviour of your customers? What are the major changes that happened with your value proposition? How does that affect your sales force?
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#3
EFFICIENCY
#1
GLOBALISATION
#2
INTERNET
#4
GOVERNANCE & ETHICS
Current Trends
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#3
SOCIAL MEDIA
#2
ECO-SYSTEMS
#4
PRODUCT AS A SERVICE
#1
VALUE CO-CREATION
Future Trends
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From Selling to Co-Creating
Implications
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The sales person of the future is a Business Consultant
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COSTOMER’S BUYING PROCESS ROADMAP PROBLEM SOLUTION SUPPLIER PURCHASE USE STRATEGY
2000 SELLING 2020 BUSINESS CONSULTING 2010 CONSULTATIVE SELLING 2020 BUSINESS CONSULTING
… because the sales process is changing
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Customers will have to pay for the sales effort.
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Conclusions
Product Based Selling Value Based Selling Value Co-Creation
Customer has a … Need Problem Goals They are looking for … Product or Service Solution Vision The process is about … Matching between features and requirements Positive business case Complementarity between capabilities Value is expressed as … Cost of the product Return on Investment Experience Customer trusts …. Product People Organisation
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From Selling to Co-Creating
Examples
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COSTOMER’S BUYING PROCESS ROADMAP PROBLEM SOLUTION SUPPLIER PURCHASE USE STRATEGY
Redesign
- f the
menu Redesign
- f the
hamburger dish
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