R.Mohan Remodelling the sales pitches for the future Westin, Chennai, 24 th Nov 2016
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R.Mohan
Remodelling the sales pitches for the future
Westin, Chennai, 24th Nov 2016
Emerging Digital ecosystem
Emerging Digital ecosystem
Pre-Internet Software Connected
People
Connected
Services
Connected
World
Face2Face www Social Media Web 2.0 M2M/IoT/IoE
Mailers
Leaflets
Landline
Mobile
SMS
CDs
Audio-Visuals
websites
Skype
YouTube
e-Commerce
Aggregators
Web Services
SaaS
Fleet Management
e-Wallet
Business Analytics
Identification
Tracking
Billing
Automation
Actuation
Prognostics
Remote Repair
Evolving Indian Consumer
Customer as Passive Audience
Customers have started evaluating companies, products,
services & potential experiences in a systematic way ?
CV customers poised for Speed
Sales Pitch is a combination of…
• Customer Engagement
• Business Model
• Product & Services
Demanding
Informed
Well Connected
Challenges
Opinionated
Challenges in Customer Engagement
Salesmen
Your Customer
The customer
decides where
Buying journey is
headed…
New Sales Role
Who owns Customer Relationship ?
• Marketing engages customers, generates & nurtures
Leads
• Frontline Salesman influences buyer to consider his
product by following customers buying journey
• After-Sales team manages Customers ownership
experience
Future Sales Pitch is a combined effort of Marketing, Sales &
After-Sales team helping the Customer in his Buying Journey
Future Sales Pitch mindset…
• Sales Pitches have to be seamless with a uniform message
• Customers not only want solutions for Pain but also need solutions
to Grow business
• These solutions are not Off-the-Shelf
• So Sales Pitches have to be Co-created based on Insights
generated & new value focused models created
• Salesman covers the last mile customising it for Different Customer
situations
Future Sales Pitch
Consultative
Value focused
Insight based
Provide advanced or specific
insights that can’t be easily
found on Google or through a
competitor
Data Driven
Thanks for the attention !!
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