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clrmoney
clrmoney
2/15/2018 10:28:17 AM
User Rank
Platinum
Transformation Sales
I think whatever solution they should use for transformation to increase sales when it comes to the digital world and online market.This will be very interesting to see what they come up with as times goes on. 

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DHagar
DHagar
2/15/2018 5:27:26 PM
User Rank
Platinum
Re: Vendors Sales Playbook Survey
@Sarah, fascinating survey!  This clearly points out the growing importance of "solutions" ie vendor expertise to work with customers in selecting and buying the right services.

It is also noteworthy your point regarding the consensus purchasing.  That is a new development that will change the sales process - maybe for the better?

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Ariella
Ariella
2/16/2018 10:26:05 AM
User Rank
Author
Re: Vendors Sales Playbook Survey
@Dhagar yes, imagine taking 45 weeks to make a decision! It's nearly a year later then, and no doubt much has changed since the proposal was first made. I can see from this the appeal of working alone that Woz wrote about. 

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DHagar
DHagar
2/16/2018 4:48:09 PM
User Rank
Platinum
Re: Vendors Sales Playbook Survey
@Ariella, exactly!  I believe that is one of the critical skills that executives and companies will need to develop - effective group decision making!  It is a different game when you are building collaboration - but that is going to be essential for new effective business processes and business models.  Easy to say but tough to do!  It is a different game to move beyond zero-sum linear decision making to a new platform of collaboration.

Note:  Fortune magazine presented an article a couple of years ago where GM got excited about a new process of decision making called Go Fast.  It then become so institutionalized and bureacratic that before they claimed bankruptcy they held 700 Go Fast meetings throughout the company to explore how to be more efficient and reduce meetings!

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Ariella
Ariella
2/16/2018 4:49:23 PM
User Rank
Author
Re: Vendors Sales Playbook Survey
<It then become so institutionalized and bureacratic that before they claimed bankruptcy they held 700 Go Fast meetings throughout the company to explore how to be more efficient and reduce meetings!>

@Dhagar that is worthy of a Dilbert comic!

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DHagar
DHagar
2/16/2018 5:15:12 PM
User Rank
Platinum
Re: Vendors Sales Playbook Survey
@Ariella, I am with you!  But it probably points out your thought - that we are pursuing the future by running through mud!  We need to develop new processes that make us agile and resilient!

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srufolo1
srufolo1
2/17/2018 9:59:39 AM
User Rank
Platinum
Re: Vendors Sales Playbook Survey
@DHagar You make interesting points. Group decision-making seems to be a bottleneck no matter what the industry. And in operators' desire to make transformations, to take 45 weeks for decisions to be made for lack of consensus is unacceptable with how fast technology is moving. No wonder it takes so long to get things done. Maybe some of these people should be cut out of the picture. I believe egos are getting in the way of progress!

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Ariella
Ariella
2/17/2018 9:41:15 PM
User Rank
Author
Re: Vendors Sales Playbook Survey
@DHagar Well put! Yes, certainly there is a lot of mud in the way, made up of various forces resistant to change and progress.

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mpouraryan
mpouraryan
2/18/2018 8:13:28 PM
User Rank
Platinum
Re: Vendors Sales Playbook Survey
As I work away catching up with the discourse for the week, I am also in agreement--but the reality is something that folks seem not to be akin to understanding and embracing--and some of the controversieris we've been witness to (Facebook; Twitter) epitomized by the indicatments which presents security issues leaves a bit to be desired.

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mpouraryan
mpouraryan
2/18/2018 8:20:43 PM
User Rank
Platinum
Re: Vendors Sales Playbook Survey
..and as humble "Postcript" to your thought, please note this for consideration on lessons in Leadership to help set the tone to achieve the visision you laid out for consideration:

https://twitter.com/stratandbiz/status/965275987431907329?s=12

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