Sales 2.0: Actionable Strategies for
Driving Sales & Increasing ROI
Sales 2.0



            • Business Transformation
            • Measurable Results
            • Sales 2.0 Success Story
...
Sales 2.0 Emerging Phenomenon

 Changing    Preferences
                            Shifting Power

 Rising   costs
      ...
POLLING QUESTION:

 What changes have you seen in the selling environment
 in the last year?

    • Many prospects prefer ...
Sales 1.0           vs.     Sales 2.0
   Field sales only            Multi-channel

Large companies only              All ...
Sales 2.0 in a Nutshell


               Process             People                Technology

Alignment &   Measurable   ...
Sales 2.0 Companies Overachieve


                                        Sales 1.0*              Sales 2.0*


Reps making...
Increase revenue. Decrease sales costs.

• Build, pilot, assess phone/ Web Sales
• Implement Sales 2.0 strategy and proces...
• Interviewing process, Implement new sales
               model, including Sales Development and
               “hunter/f...
Investment < $100K
Headcount down
Sales up
Team productivity (in terms of
quarterly revenue)
Revenue Growth


      ©2010 ...
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Other Key Benefits

  Improved market intelligence

  Sales & sales cycle more predictable

  On-boarding time accelerated...
Give us a call
      1-800-372-6207

     Send us an email
gotomeeting@citrixonline.com

     Follow us on twitter
       ...
Actionable Strategies for Driving Sales and Increasing ROI
Actionable Strategies for Driving Sales and Increasing ROI
Actionable Strategies for Driving Sales and Increasing ROI
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Actionable Strategies for Driving Sales and Increasing ROI

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The rise of Sales 2.0 and how this novel approach drives results by integrating strategy, people, process and technology.

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Actionable Strategies for Driving Sales and Increasing ROI

  1. 1. Sales 2.0: Actionable Strategies for Driving Sales & Increasing ROI
  2. 2. Sales 2.0 • Business Transformation • Measurable Results • Sales 2.0 Success Story *Stay Tuned* 100 lucky attendees will receive a free copy of Anneke’s book
  3. 3. Sales 2.0 Emerging Phenomenon Changing Preferences Shifting Power Rising costs Social Responsibility different economics sales effectiveness trust, responsiveness, & authenticity
  4. 4. POLLING QUESTION: What changes have you seen in the selling environment in the last year? • Many prospects prefer phone/ Web to face-face visits • Travel budgets have decreased • More emphasis on sales productivity and metrics • More than one of the above ©2009 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
  5. 5. Sales 1.0 vs. Sales 2.0 Field sales only Multi-channel Large companies only All sizes Face-to-face Multimedia Marketing vs Sales Alignment Product pitches Trusted advisor Seller in control Buyer in control Individual approach Collaboration No/poor process Measurable process Limited technology 2.0 technology
  6. 6. Sales 2.0 in a Nutshell Process People Technology Alignment & Measurable Open Enabling tools Resource Predictable Team-oriented, Allocation Customer-centric Relationship- focused Increased Revenue Results Decreased Cost
  7. 7. Sales 2.0 Companies Overachieve Sales 1.0* Sales 2.0* Reps making quota 53% 65% Company quota achieved 82% 92% Forecasted deals won 43% 55% Description based on levels of process and relationship-building captured in * CSO Insights 2009 sales performance optimization report Source: www.csoinsights.com
  8. 8. Increase revenue. Decrease sales costs. • Build, pilot, assess phone/ Web Sales • Implement Sales 2.0 strategy and processes • Dedicated expert resources help insure your success faster
  9. 9. • Interviewing process, Implement new sales model, including Sales Development and “hunter/farmer” territories • Inbound call handling, outbound prospecting, Process lead qualification, forecasting • New hiring profiles and compensation, training People and coaching • Salesforce.com, Eloqua, Hoovers, LinkedIn, Technology Facebook, Twitter, GoToMeeting & E-sign
  10. 10. Investment < $100K Headcount down Sales up Team productivity (in terms of quarterly revenue) Revenue Growth ©2010 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
  11. 11. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
  12. 12. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
  13. 13. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
  14. 14. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
  15. 15. Other Key Benefits Improved market intelligence Sales & sales cycle more predictable On-boarding time accelerated Increased customer engagement Creates a culture of alignment & measurement ©2009 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
  16. 16. Give us a call 1-800-372-6207 Send us an email gotomeeting@citrixonline.com Follow us on twitter @gotomeeting
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