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The Long Road to the Customer Infographic

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Information about The Long Road to the Customer Infographic
Technology

Published on February 25, 2014

Author: WeShakeOnIt

Source: slideshare.net

Description

Enterprise technology sales has evolved over three eras. Today, best-in-breed sales organizations are on the customer. Oh how far we've come...
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The Long Road to the Customer Enterprise technology sales has evolved over three eras. Today, best-in-breed sales organizations are focused on the customer. Oh how far we have come... Product Era 1936 - 1985 Thought Leaders: Relationship Salesman Dale Carnegie Zig Ziglar Message: “Ours is better, faster, cheaper.” Publications: Tools: Chevrolet Phone Rolodex Yellow Pages Xerox 1935 Gimmick: 1976 Audience: Drinks Procurement department Solutions Era 1985-2008 Thought Leaders: Consultive Salesperson Message: Neil Rackam Robert Miller Stephen Heiman "We are your one-stop shop for addressing your problems." Publications: Tools: Email Goldmine Act! Siebel Salesforce.com 1985 Gimmick: 1988 ROI Calculator Audience: Single executive buyer Customer Era 2008 - ... Prescriptive, teaching Salesperson Thought Leaders: Matthew Dixon Brent Adamson Scott Santucci James Ninivaggi Publication: Message: "We understand your problems better than you do. Here is the solution." Tools: Smartphone LinkedIn Box Clearslide Marketo Handshakez 2011 Audience: Cross-functional team Gimmick: Thought Leadership Videos

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