COMPANY CONFIDENTIAL

Death of the B-to-B

Sales Rep?

1

Jim Ninivaggi

Chief Readiness Office

@jninivaggi

Thomas Pisello

CEO / Founder

@tpisello

The New Facts of B-to-B

Buying?

67%of the buyer's journey is now done digitally (SiriusDecisions

68%of B2B buyers prefer to research online on their own today,

up from 53% in 2015.(Forrester)

57%of decision cycle complete before sales reps are engaged (CEB)

75%of B2B buyers prefer buying from an e-commerce site

for convenience vs. buying from a sales rep

One MillionB2B sales reps will lose their jobs by 2020

Death of the B2B Sales

Rep?

+10%

of the 4.5 million B2B sales agents

22%

-33%

-25%

-15%

(Forrester)

Selling Relevancy in a

Digital Age? 2 million

Licensed agents in US (ARELLO)

6% growthover next 10 years (Bureau of Labor & Statistics)

Unique Insights

Prescriptive Advice

Facilitate Journey

Digital vs. Sales Reps?

SiriusDecisions

6 8 9

56

8

CommitteeConsensusIndependent

B-to-B Buyer Interactions Non-Human

Human

SelectionSolutionEducation

Sales Rep

Interactions

49%

62%67%

42%

56%55%

38%

53% 54%

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Percentage of the 1,005 respondents

who reported that they or someone from

their organization received information

from the sales repfrom the winning

provider organization (vendor) to help

inform their decision at that phase.

#

1

Sales

Presentations =

most meaningful

content

6

Non-sequential

process

CEB - 2017

Time Spent on Decision Making

Process

27%

18%

22%

17%

16%

Researching online

Researching offline (peers +analysts)

Meeting with internal buying team

Meeting with potential suppliers

Other

Sales Reps are Struggling to Meet

Expectations?

19%of buyers trust Sales (HubSpot

80%of sales conversations are still about pitching products, with

only 20% focused on buyer’s specific needs and potential

outcomes (Forrester)

64%of B2B executives DON’T believe that reps

understand their business problems and offer clear

solutions for their unique needs (Forrester)

Driving Sales Relevancy?

Content &

Conversations

Capability &

Credibility

Coaching &

Confidence

Diagnose

Discover

Prescribe

Outcomes

Content & Conversations?

Discovery questions

Challenges + cost of status quo / “do nothing”

Mapping challenges to solutions

Bring in Sales Specialists

Communicate and quantify

differentiating business value

Capability & Credibility?

Perpetual

Readiness

Interactive

Personaliz

ed

Up to date

Prescriptiv

e

Value

Centric

Coaching & Confidence?

Practice and feedback

Human and machine analysis

Next Steps?

Content &

Conversation

Capability &

Credibility

Coaching &

Confidence

Discovery questions

Solution mapping

Value messaging

Financial justification / TC research

Battle cards

Skills Education

Discovery / Assessment / Benchmarking Tools

Solution Sizing / Configuration Tools

Business Value & ROI / TCO Tools

Practice and feedback

Validate and reinforce positive outcomes

The Rebirth of the B2B Sales Rep: Transitioning to Relevancy

COMPANY CONFIDENTIAL

Q&A?

13

Jim Ninivaggi

Chief Readiness Office

@jninivaggi

Thomas Pisello

CEO / Founder

@tpisello