pcc2 - selling is dead! - product development... the new sale!
DESCRIPTION
ProductCamp Chicago 2 session by Coley PerryTRANSCRIPT
Selling is DEAD! Product Development… The “NEW SALE”
Coley Perry – Anti-Complacency Officer™,
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Agenda
• Introduction– Session– Me– You
• Define what we want to take away from the session…
• I’ll share some context• We define actionable
items• Q&A
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What you voted on…
• In this session we will explore the idea that buying and selling (and marketing) as we know it are DEAD!
• The new world will use product development concepts and processes that find mutual value instead of a "sell" or a "buy".
• This is a follow up to my sessions from last year and adapted from a Graduate Project in Innovation while at…
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Who am I?
• Background– Dad & Husband– Speaker/Consultant – Business, Sales, Marketing, Innovation,
Anti-Complacency in your business– 15+ years Leadership, Sales, Marketing, Consulting, New
Business Creation, New Product & Service Creation/Launch – Entrepreneur – Co-Founder and Equity Owner of Get Me The
Right Job! – http://getmetherightjob.com– Academic Junkie – Should have been a professor!– Second City Trained Improviser – Best Skill Ever!– Card Carrying Member of the Metallica Fan Club
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Who are you?
– Quick Intro…• Who are you?
• What do you do?
• Fun Fact?
• Why are you here? – Top Take-Away you want from this session!
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What you want to take away…
• How is selling Dead?• What is different?• Selling in a distinctive way• What is Product
Managements Role is “sales”• Mistakes to avoid• Capturing the evolving
Customer
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Sales Perspective…
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Marketing Perspective…
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Buyer’s Perspective…
CONSUMERBUSINESS BUYER
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Current Reality for buying and selling…
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What do we do Now? – We INNOVATE
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Some Ideas!
• START WITH - Job Theory – What “Job” does your product or service do for the customer
• Minimum Viable Product or Solution – THINK PERPETUAL BETA
• Agile – Product or Solution Development – WITH THE CUSTOMER – evolve the product/solution. Start, add, adjust, add…
• Flexible – But, NOT everything for everybody…
• Transparent Communication – Internal and with the CUSTOMER
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Some Examples to get us thinking about it…
• Buying a car – The buyer now controls and creates experience…
• Planning your trip to Disneyworld – The vacationer now develops their own “product” and experience…
• Agile Software Development – The solution is not defined before you build. It is built as you go…
• Supply Management Practices that develop a value chain – Real Collaboration
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Actionable Items to take back and try!
1. Item 1
2. Item 2
3. Item 3
4. Item 4
5. Item 5
