Jani Aaltonen, presentation in Caverion marketing day fall 2014. Customers are on web - marketers need to be there too. World of customers has changed - we need to change the way we are thinking.

1. Customers are on the web
- marketers need to be there too.

5. Agenda
• What happens in the world of the customer
• How should we plan our marketing
• What to do next?

6. Buying went
to web.

7. Search for
information went
to web.

8. 4 trends that we need to understand

14. Self-educating buyer

15. Before everybody
did not have
access to
information.
Now everybody
has the access to
information.

16. Salesman
had the
power
Now
customer has
the power

17. Salesman
had all
the info
Google has all
the info

18. Before we
purchase
Now we
subscribe

19. Before
customer
was alert
Now the
salesman on
alert

20. If something was not happened to you it does not mean that it wont happen to you in
the future.

24. What is the profile and attitude of modern sales man?

25. ABC
Always be closing

26. ABH
Always be helping

33. Salesman now!

34. Motivated
Analytic
Creative
Sharp
Helpfull

35. We are on a radar!

37. It’s all about the traffic and conversion