If value chains are being transformed into value networks and hierarchies turn into collaborative communities, will traditional sales still be effective? Or do we need to rethink how we manage sales by leveraging the power of relationships, collaboration and social networking?
If value chains are being transformed into value networks and hierarchies turn into collaborative communities, traditional sales in most organizations will not be effective anymore, since it is targeting top management and cannot deal with decentralized decision-making.
So reinventing management also means we need to rethink how we manage sales in the future.
Sales is about people. And social sales is about engaging the right people at the right time in order to win. In strong collaboration with the Swiss innovation promotion agency and the University Of Applied Sciences Of Northwestern Switzerland we are developing an innovative software service (SocialSalesMap), providing an analytic, structured approach to relationship-driven and collaborative decision-making.
By applying social network maps and analysis to complex B2B enterprise sales, sales and marketing managers can build, manage and enhance their sales networks more effectively thereby securing a high win rate in a flat world.
There is a long list of contributors that you will find on the front page of our Social Sales Playbook. But most importantly, kudos go to our many test users and customers and that have, do and will provide invaluable feedback to scale and improve.Thank you.
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