• Sales is a strategic issue
• 33 min
  1. The changing role of salespeople

  • Prof. Bill Donaldson
• 41 min
  2. Strategic customer management: sales is a strategic issue

  • Prof. Nigel Piercy
• 53 min
  3. Understanding the sales process: selling in the 21st century

  • Mr. Harry Macdivitt
• Sales and marketing drive customer value
• 28 min
  4. Ending the war between sales and marketing

  • Mr. Andrew Turnbull
• 36 min
  5. Clarifying the roles of marketing and sales

  • Dr. Kenneth Le Meunier-FitzHugh
• 51 min
  6. World class key account management

  • Prof. Lynette Ryals
• Sales performance improvement is the priority
• 41 min
  7. Understanding the link with Customer Relationship Management (CRM)

  • Dr. Pravin Balaraman
• 51 min
  8. Sales force performance management

  • Dr. Régis Lemmens
• 36 min
  9. How sales and sales management are changing

  • Ms. Beth Rogers

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. What this talk is about
3. The conventional sales cycle
4. Traditional sales competencies
5. So what has changed?
6. Successful businesses create and deliver value
7. Why is value so important today?
8. Up and down the value chain
9. The simple days of the 70s and 80s
10. Strategic account migration
11. Dimensions of key account selling
12. The role of selling and salespeople
13. 21st Century sales competencies
14. Summary of talk
15. Thank you

Topics Covered

• There are many sales processes in use today
• Most share common themes of prospecting, qualifying, needs analysis, presentation, negotiation and follow up
• These classical approaches have served sales people well over the years and are still valid
• The job of selling is changing and with this change, the role and skills of salespeople are also changing
• Selling is now a much more strategic function
• The modern sales person operates in a more complex, more competitive and more knowledge based environment
• Modern sales professionals are no longer "box shifters" and are now accomplished "merchants of value"
• What value means and how to create value for clients and customers is the factor that differentiates the effective modern sales professional from his peers

Links

Series:

• The Role of Salespeople

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on March 31, 2010