Selling To Senior Executives

Why We Need To Change

Changing Sales Environment

The sales environment in which we learned to operate no longer exists due

to high-impact CHANGES.

The Perception:

What changes are affectingyour market place and the way

you sell?

Dynamic Changes in the:

Market

Buyer

Seller

Economy

Mergers & Joint VenturesSingtel + Optus

IBM + PWC

Oracle + Siebel

Oracle+ SUN

HP + EDS

Mega Mergers

Pharmaceuticals

Hoechst + Rhone Poulenc + Rorer = AVENTIS

Bristol Myer + Squibb + Sandoz + Ciba = NOVARTIS

July 2002 Pfizer + Pharmocia

$60 Billion Merger

How Far Can Mega Mergers Go?

2006 - Six Mega Pharmaceutical Companies with 80% Market Share

Mega Mergers

Concurrent Marketing by Frank V. Cespedes, Harvard Business School Press, 1995

Motorola DEC GM Xerox

Before TQM

5,000

10,000

9,000

10,000

2,000

After TQM and BusinessProcess Re-engineering

500

3,0003,000

5,500

180

BarclaysBank

TQM = Less Suppliers

New Type of Customer

• More knowledgeable

• More analytical

• More demanding

• Gives more strategic information

The Internet

Customers can now conduct their business:

Any time

Any place

Any information

In any language

The Middle Man

Sales people are middlemen.

Unless we offer significant value to the customer beyond communicating information, our entire profession is in jeopardy.

Visionary Selling by Barbara Geraghty

Collapse Of The Middle

Adapted from Value Migration by Adrian Slywotzky, Harvard Business School Press, 1997

Leveraged

Distribution

Geographic

Sales Organization

Strategic

Account Teams

Leveraged

Distribution

Geographic

Sales Organization

Strategic

Account Teams

BEFORE NOW

The Economy

The China Factor

The Unexpected

Government Regulations

The Perception:

The Reality:

Whatever it was

that got us where

we are today,

is not enough to

keep us there.

‘WHAT CAN WE DO?’

Consultative Selling Is…

• Based on empirical research

• About selling value at the executive level.

• A process which is a multi-step methodology that is teachable, repeatable, structured, consistent, sequential, and manageable.

• Composed of five sub-processes.

Selling To Senior Executives

4. Executive LevelPresentation

3. Defining YourBusiness Value

1. Executive Access

5. Value Management

2. Establishing Credibility