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Sales 2.0

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Transcript

  • 1.  
  • 2.
    • Founder and Publisher of
    • Selling Power magazine
    • Author of 17 books on
    • selling and motivation
    Keynote: Gerhard Gschwandtner
  • 3. Conference Attendees
  • 4. The 1.0 Economy
  • 5. Business is a dance around value
  • 6. Everyone wants value
    • Customers from vendors
    • Managers from salespeople
    • Salespeople from companies
    • CEO’s from sales and marketing teams
  • 7. Value = true north
  • 8. All values decline The value of your product or service is destined to decline…
  • 9. Value threats
    • Innovators
    • Competitors
    • Tough buyers
    • Slow economy
    • Internet
  • 10. Internet # 1 value threat/opportunity
  • 11. Internet = Economic Alchemist Turns lead into gold…or gold into lead
  • 12. Google Amazon Ebay Netflix Salesforce.com Newspapers Magazines (525 closed in 08 – 428 in 09) Music TV news Gold or Lead? Gold Lead
  • 13. The Revolution theory The Internet is NOT the revolution – it’s what people do with the Internet
  • 14. Multiple revolutions
  • 15. 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
  • 16. 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
  • 17. Survival demands a strategic transformation on two fronts: outside alignment inside refinement Lesson # 2
  • 18. Efficiency leaks People – process – technology
  • 19. Efficiency
    • “ To win in business we need to be ruthlessly efficient ”
    • Jeff Stewart, Chairman Mimeo.com
  • 20. 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)
  • 21. Effectiveness - the right results “ Efficiency is doing things right, effectiveness is doing the right things” (Peter Drucker)
  • 22. Reaching the right goals
  • 23. Sales 2.0 Mission
    • Getting the right results -
    • - what we value most -
    • with the right means
    • in the most efficient way
  • 24. Sales 2.0 A buzzword? A professional discipline A passing fad? A massive cultural shift A tool? A business transformation that delivers results
  • 25. 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)
  • 26. 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)
  • 27. Sales 2.0 gets results
    • Sales 2.0 improves speed, collaboration , accountability and customer engagement at every stage of the revenue cycle
  • 28. Speed
  • 29. 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
  • 30. Collaboration – in real time
  • 31. Collaboration results
    • “ Instead of salespeople chasing insight across the organization, the insights will appear automatically through new collaboration tools”
    • (Brett Queener SVP Products)
  • 32. Accountability
  • 33. 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
  • 34. Customer Engagement
  • 35. 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
  • 36. Sales 2.0 Results
    • Right results
    • Better results
    • More profitable results
  • 37. Sales 2.0 Companies Overachieve Sales 2.0 Sales 1.0 Source: CSO Insights Sales Optimization Survey 2010
  • 38. Challenge
    • Money can buy the best people, the best process and the best technology, but it won’t enhance our business, unless…
  • 39. Challenge
    • … Unless we replace the old sales combustion engine with an internet powered engine and hand the keys over to our customers…
  • 40.
    • # Gerhard20
    Let’s connect # S20C Blog: www.sellingpower.typepad.com Email: gg@sellingpower.com