Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different

saturations of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background , 3. Select Fill and choose your colour

4. Click OK

Insert client logo 1.  Select placeholder 2.  Choose Insert from top menu 3.  Choose Picture from file 4.  Select client logo 5.  Click OK

To view drawing guides 1.  Right click on slide and select

’Grid and Guides...’ 2.  Check ’Display drawing

guides on screen’ 3.  Select OK

Kommunikasjon som gir resultater Alain Fassotte – Senior Consultant & Director of Sales

© Creuna

creuna.no alainfassotte alain.fassotte@creuna.no

Alain Fassotte +47 920 611 16 alainfassotte

Choose among many Layouts Right-click on slide and select Layout

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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Hvem er selgeren?

© Creuna

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2. Choose Insert/Click Picture-button 3. Select image and click OK

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Det er salg sin jobb å få kunden inn i butikken!

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Det er vår jobb å lage butikk!

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Choose among many Layouts Right-click on slide and select Layout

© Creuna

Tidslinje

Målfokusert

Resultatorientert Hunter

Drømmeresultater

Gode erfaring

Fremtid Fortid Nåtid

?

Prosess

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2. Choose Insert/Click Picture-button 3. Select image and click OK

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Relasjonsselger?

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

97 % av kundene vurderer kjøp uten at din bedrift er involvert!

© Creuna

Kilde: McKinsey & Company

Choose among many Layouts Right-click on slide and select Layout

Use Increase Indent button to get predefined level and font

Level 1 = Introtext Level 2 = Subtext

Level 3 = Bodytext

Hvor henter kunden kjøpsinformasjon fra?

© Creuna Kilde: Nielsen – The role of content Mars 2014

Social media

User Reviews

Online Advertising

Expert Reviews

Word Of Mouth

Official Brand Websites

TV Advertising

54 %

52 %

51 %

46 %

45 %

44 %

40 %

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Alt som kan digitaliseres, vil bli digitalisert!

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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© Creuna

Choose among many Layouts Right-click on slide and select Layout

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Hva skjer med dagligvarebutikkene hvis disse bestemmer seg for å satse digitalt?

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© Creuna Sosiale media

Choose among many Layouts Right-click on slide and select Layout

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2. Choose Insert/Click Picture-button 3. Select image and click OK

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Hvis du var det eneste menneske på jord. Ville du ha skrevet en sang eller malt et bilde?

Hvorfor er vi i sosiale media?

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Deling!

© Creuna

Choose among many Layouts Right-click on slide and select Layout

To add pre-formatted bullet text please use the

Increase/Decrease Indent buttons found in the

Top-PowerPoint menu

Sosiale media er ikke noe nytt!

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Det er bare digitalisering av normal menneskelig atferd.

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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Det handler om å bygge sin egen identitet, også digitalt.

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

Size of image=1500x844 px (2000x1126 px for even better quality) Salg handler mer om kjøp

© Creuna

Choose among many Layouts Right-click on slide and select Layout

fokusere på kjøpsprosessen?

© Creuna

Kjøp

4.

Behov

1.

Løsning

3.

Kriterier

2.

Choose among many Layouts Right-click on slide and select Layout

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2. Choose Insert/Click Picture-button 3. Select image and click OK

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Hva er det kjøpsutløsende kriteriet for en Dressmann XL kunde, når han skal kjøpe et belte?

© Creuna

Choose among many Layouts Right-click on slide and select Layout

© Creuna

Kjøp Behov

Løsning

Kriterier

Salg Definere

Arkitekt

Utforske

Redusere risiko for feilkjøp

4. 1. 3. 2.

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Key takeaway 1

© Creuna

Choose among many Layouts Right-click on slide and select Layout

© Creuna

Kjøp

4.

Behov

1.

Løsning

3.

Kriterier

2.

Identifiser kunde i kjøpsprosessen og følg han resten av veien, slik at han føler lav risiko for feilkjøp

Finn de reelle kjøpsutløsende kriteriene!

Choose among many Layouts Right-click on slide and select Layout

© Creuna

Kjøp

4.

Behov

1.

Løsning

3.

Kriterier

2.

3 % 7 % 30 % 30 %

Men! –det er alltid ett MEN eller to….

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

97 % av kundene gjennom en kjøpsprosess uten at din bedrift er involvert!

© Creuna

Kilde: McKinsey & Company

Choose among many Layouts Right-click on slide and select Layout

© Creuna

Kjøp

4.

Behov

1.

Løsning

3.

Kriterier

2.

97 %!

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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Den nye kundereisen

© Creuna

Choose among many Layouts Right-click on slide and select Layout

© Creuna

Attention

Interest

Desire

Action Discover

Search

Ask Compare

Decide

Ambassador Use

support Share

Trust

find like love

Friend Personalize

- en ny kundereise

Choose among many Layouts Right-click on slide and select Layout

To add pre-formatted bullet text please use the Increase/Decrease Indent

buttons found in the Top-PowerPoint menu

THE WEAKEST LINK

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Darker colours You’re basically free to use the different

saturations of the colours, but we still recommend these second to darkest ones

Change colour of numbering 1.  Select all text with numbering

2. Choose Format/Bullets and Numbering 3. Select colour from ‘Color’ dropdown.

4. Click OK

Change background colour 1. Right click outside slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Det handler om å forstå og respektere den makten og de forventningene kunden har til deg og din organisasjon

© Creuna

Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna

Salg er en kontinuerlig kundereise

© Creuna

under

før

etter

Tradisjonell salgskommunikasjon

Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna

Salget kan skje i alle kontaktpunktene!

© Creuna

under

Før

Etter

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Key takeaway 2

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

Size of image=1500x844 px (2000x1126 px for even better quality)

Identifiser de viktigste kontaktpunktene på kundereisen og definer hvor kunde er i kjøpsprosessen

© Creuna

Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna

Salget kan skje i alle kontaktpunktene!

© Creuna

under

Før

Etter

Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna

Sales Marketing

The total customer

experience

Choose among many Layouts Right-click on slide and select Layout ∞ © Creuna

Sales Marketing

The total customer

experience

Kundeopplevelsen er merkevaren

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Hva gjør markedslederne?

Product leader

Operational excellence

Client intimate

- middle-of-the-market products at the best price with the least inconvenience.

- best product and inovation, period!

- specialize in satisfying, unique needs and relationships

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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Digital?

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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93 % av B2B kjøp starter med søk

© Creuna

Kilde: McKinsey & Company

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

Size of image=1500x844 px (2000x1126 px for even better quality)

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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Er du digitalt synlig?

Utfordring nummer 1!

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Dere må hjelpe søkemotorene og kunde å finne innholdet!

© Creuna

http://www.handelsbanken.no/shb/inet/istartno.nsf/FrameSet?OpenView&iddef=HandelsbankenNO&navid=HandelsbankenNO&navob=50&base=/Shb/Inet/ICentNo.nsf&sa=/Shb/Inet/ICentNo.nsf/default/q62CD42A72D9B2D00C12575370056E221

Choose among many Layouts Right-click on slide and select Layout

Konsekvensene for Handelsbanken er tydelig…

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Use Increase Indent button to get predefined level and font

Level 1 = Introtext Level 2 = Subtext

Level 3 = Bodytext

Hvor henter kunden kjøpsinformasjon fra?

© Creuna Kilde: Nielsen – The role of content Mars 2014

Social media

User Reviews

Online Advertising

Expert Reviews

Word Of Mouth

Official Brand Websites

TV Advertising

54 %

52 %

51 %

46 %

45 %

44 %

40 %

Choose among many Layouts Right-click on slide and select Layout

Darker colours You’re basically free to use the different saturations

of the colours, but we still recommend these second to darkest ones

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour

4. Click OK

Innhold fra eksperter har 83% mer påvirkning på kjøpsbeslutning enn for eksempel kundeomtale!

© Creuna

Kilde: Nielsen – The role of content Mars 2014

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

Size of image=1500x844 px (2000x1126 px for even better quality)

Hvem har sagt at ikke du kan være eksperten?

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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Utfordrerselgeren

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

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Key takeaway 3

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

Size of image=1500x844 px (2000x1126 px for even better quality) Det kjøpes

det mest av dem man lærer av!

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Insert image in background 1. Click on image placeholder

2. Choose Insert/Click Picture-button 3. Select image and click OK

Size of image=1500x844 px (2000x1126 px for even better quality) Det kjøpes

det mest av dem man lærer av!

© Creuna

Choose among many Layouts Right-click on slide and select Layout

To add pre-formatted bullet text please use the

Increase/Decrease Indent buttons found in the

Top-PowerPoint menu

Utfordreren lærer kundene noe •  Fokuserer ikke på produktdata eller fordeler •  Selger på unik kunnskap og nye synspunkter om

kundens marked •  Deler sin kunnskap med markedet •  Finner ideer som kunden vil tjene- eller spare penger på •  Ideer kunden ikke selv har tenkt på

© Creuna

Choose among many Layouts Right-click on slide and select Layout

To add pre-formatted bullet text please use the

Increase/Decrease Indent buttons found in the

Top-PowerPoint menu

Utfordreren skreddersyr salgsbudskapet til den enkelte kunde •  Utfordreren finner kundens forretningsmål og

argumenterer rundt disse •  Utfordreren er en ekspert til å identifisere hva som vil

senke kundens risikoopplevelse •  Utfordreren tilnærmer seg kjøpshindringer med

kunnskap og nye ideer

© Creuna

Choose among many Layouts Right-click on slide and select Layout

To add pre-formatted bullet text please use the

Increase/Decrease Indent buttons found in the

Top-PowerPoint menu

Utfordreren tar kontroll over salget

•  Utfordreren er ikke aggressiv, men han er utfordrende •  Er komfortable med at det er friksjon mellom han og kunde •  Bøyer seg ikke for alle kundekrav og har en tendens til å

presse kunde •  Får salget ved å få kunden til å tenke utenfor boksen •  Bruker innsikt og kunnskap for å skape spenning i salget

© Creuna

Choose among many Layouts Right-click on slide and select Layout

Change background colour 1. Click on slide

2. Choose Format Background 3. Select Fill and choose your colour and click OK

Make a new slide to add or change the icons by using graphics from www.iconmonstr.com

Our five basic colours Yellow, Blue, Red, Green and Grey

These are the colours we use for backgrounds

Darker colours You’re basically free to use the different saturations of

the colours, but we still recommend these second to darkest ones

Lykke til :)

creuna.no alainfassotte alain.fassotte@creuna.no

AFassotte +47 920 611 16 alainfassotte

© Creuna

Make a new slide to add or change the icons by using graphics from www.iconmonstr.com