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13 tips to succeed in the new selling. !

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!This is what happens every 60 seconds every day… !!

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!This is the way customer buy. !!

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!Welcome to the new selling. !!

© Steve Blank

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!13 tips to become successful in The New Selling. !!

1. Pull traffic in stead of pushing messages.

2. Nurture leads by building trust.

3. Build trust by sharing information.

4. Help the customer to cover the 30 to 70% of the exploration process without asking for too much engagement.

!5. Provide those 148 pages of information and data for the customer to read!in 45 website visits over 4 months time.

!Because in the end he is going to order that $ 40.000 swimming pool online with one click without ever seeing a sales person at all.

6. Tell good stories to keep attention going.

A story is remembered by 63% of your audience. A statistic by just 5%.

7. There is no excuse for being boring.

8. Use a well designed architecture of social media, web presence, lead tracking tools and CRM to nurture, monitor and manage the selling process.

9. Consider the initial sale as the first step in a long term relation.

Consider the first sale as the first step in a long term relation.

10. Go step by step and do not push it.

11. Use customer centric, customer driven and customer operated value delivery.

12. Ensure superior supply chain mastery.

13. Go for truly exceptional customer experiences.

Have you got what it takes?

From conception to results an average Sales 3.0 project requires 8 to 18 months.

And it will require you to rethink your business model, your organisation and the role of your sales, marketing and customer service department.

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Do you see the possibilities? !

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CPI Sales 3.0 !Lead. !Follow. !Or get out of the way.!!

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Turning opportunity into sales results. !Business!remodelling

Organisational consulting

Sales process design

Commercial performance improvement

!patrick.maes@cpi-consulting.eu !Twitter @patrick_cpi!www.cpi-consulting.eu

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