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Sales 2.0
 

Sales 2.0

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    Sales 2.0 Sales 2.0 Presentation Transcript

    •  
      • Founder and Publisher of
      • Selling Power magazine
      • Author of 17 books on
      • selling and motivation
      Keynote: Gerhard Gschwandtner
    • Conference Attendees
    • The 1.0 Economy
    • Business is a dance around value
    • Everyone wants value
      • Customers from vendors
      • Managers from salespeople
      • Salespeople from companies
      • CEO’s from sales and marketing teams
    • Value = true north
    • All values decline The value of your product or service is destined to decline…
    • Value threats
      • Innovators
      • Competitors
      • Tough buyers
      • Slow economy
      • Internet
    • Internet # 1 value threat/opportunity
    • Internet = Economic Alchemist Turns lead into gold…or gold into lead
    • Google Amazon Ebay Netflix Salesforce.com Newspapers Magazines (525 closed in 08 – 428 in 09) Music TV news Gold or Lead? Gold Lead
    • The Revolution theory The Internet is NOT the revolution – it’s what people do with the Internet
    • Multiple revolutions
    • Our core business strategy must be aligned with the revolutionary trends that transform our world – or we will become a victim of change Lesson # 1
    • Kodak became a victim of change Year Employees Sales Profits 1988 145,000 $13.3 B $1.17 Billion 2009 24,400 $ 7.6 B ($874 Million) 120,600
    • Survival demands a strategic transformation on two fronts: outside alignment inside refinement Lesson # 2
    • Efficiency leaks People – process – technology
    • Efficiency
      • “ To win in business we need to be ruthlessly efficient ”
      • Jeff Stewart, Chairman Mimeo.com
    • Efficiency is not enough “ We are tempted to see where the arrow of performance lands and then draw a bulls eye around it” (Warren Buffett)
    • Effectiveness - the right results “ Efficiency is doing things right, effectiveness is doing the right things” (Peter Drucker)
    • Reaching the right goals
    • Sales 2.0 Mission
      • Getting the right results -
      • - what we value most -
      • with the right means
      • in the most efficient way
    • Sales 2.0 A buzzword? A professional discipline A passing fad? A massive cultural shift A tool? A business transformation that delivers results
    • Sales 2.0 is efficiency & effectiveness
      • “ Sales 2.0 is a more efficient and effective way of selling for the buyer and the seller enabled by technology.”
      • ( Anneke Seley, Author Sales 2.0)
    • Sales 2.0 is about results “ Sales 2.0 integrates customer-focused processes with efficient technologies that drive greater value to sales reps so they can create more customer value” (Gerhard Gschwandtner)
    • Sales 2.0 gets results
      • Sales 2.0 improves speed, collaboration , accountability and customer engagement at every stage of the revenue cycle
    • Speed
    • Sales 2.0 Results “ In the past my inside salespeople spoke with 8 prospects in a day. Today they speak to 8 prospects in one hour” Mike Damphousse CEO Green Lead
    • Collaboration – in real time
    • Collaboration results
      • “ Instead of salespeople chasing insight across the organization, the insights will appear automatically through new collaboration tools”
      • (Brett Queener SVP Products)
    • Accountability
    • Sales 2.0 Results
      • “ We created a culture of accountability. Now we leverage a repeatable process and we are moving to a culture of predictability.”
      •  
      Kirk Nichols VP Sales
    • Customer Engagement
    • b Engage through Social Networking 1 Establish credibility 2 Prospect 3 Needs Analysis 4 Field Marketing 5 Keep in touch 6 Renew & Referrals “ Social networks inject information and communication opportunities into sales” Clara Shih CEO Hearsay Labs
    • Sales 2.0 Results
      • Right results
      • Better results
      • More profitable results
    • Sales 2.0 Companies Overachieve Sales 2.0 Sales 1.0 Source: CSO Insights Sales Optimization Survey 2010
    • Challenge
      • Money can buy the best people, the best process and the best technology, but it won’t enhance our business, unless…
    • Challenge
      • … Unless we replace the old sales combustion engine with an internet powered engine and hand the keys over to our customers…
      • # Gerhard20
      Let’s connect # S20C Blog: www.sellingpower.typepad.com Email: gg@sellingpower.com