Web2.0 for sales people

How to take advantage of the web today

The industry my prospect works in

The company I want to sell to

People who work inside this company

How can I position myself at this prospect?

If I want to get an answer to all the previous questions…

My company pays me to SELL,

not to have coffee breaks and surf on the web!

No prospect want to purchase my solutions ! I must sell to anybody, at any cost and…

What is Web 2.0?

What is different from Web 1.0?

How can it help me?

Evolution of the Sales Process

Useful tools?

Yesterday (linear) Today (non-linear) Prospecting Customer Retention Pre-approach Database/Knowledge Management Approach Relationship Selling Presentation Marketing Overcoming Objections Problem solving Closing Adding Value Following –up Relationship Maintenance

http://www.google.com/ig

http://www.google.com/reader

http://www.linkedin.com/

Let the information come to you

Spanish Economy

http://www.noticias.com/ , http://www.eleconomista.es/ , http://www.expansion.com/ , http://www.cincodias.com/ , http://customers-that-have-a-rss-feed-on-their-websites.com , h ttp://www.elpais.com/economia/

News

Blogs

http://mikiblueeyes.com/ , http://blog.guykawasaki.com , http://blog.aysoon.com , http://www.duperrin.com/ , http://www.hervekabla.com/serendipity/ , http://webilus.com/ , http://www.noupe.com/icons/50-most-beautiful-icon-sets-created-in-2008.html , http://jmbellot.blogs.com/pro/ , http://www.wikihow.com/Sell-More-Effectively-by-Asking-the-Right-Questions , http://diariodeunvendedor.blogspot.com/ , http://www.latamtech.biz/index.php/2008/09/02/venta-consultiva-cuando-el-vendedor-se-convierte-en-asesor/?nucrss=1 , http://www.cumpliendolacuota.com/ , http://feeds.feedburner.com/3dPerspectives ,

My network on linkedin

See my Google Reader & subscribe

Blogs:

http://www.google.com/reader/shared/user/00797955098858512774/label/blogs & http://www.google.com/reader/public/atom/user/00797955098858512774/label/blogs

Spanish economy:

http://www.google.com/reader/shared/user/00797955098858512774/label/ECO%20espagnole & http://www.google.com/reader/public/atom/user/00797955098858512774/label/ECO%20espagnole

Technology:

http://www.google.com/reader/shared/user/00797955098858512774/label/Technologies & http://www.google.com/reader/public/atom/user/00797955098858512774/label/Technologies

I know Join my network I know Do you know ? What? Why? How? When? Join my group Who? I know

Create a plan.

Set goals for building your network.

Choose leaders and mentors and ask them for help.

Ask / Answer questions, open dialogues.

Be Honest, consistent, transparent, helpful, respectful, do not spam.

http://www.linkedin.com/in/jeromecabanes

http://www.linkedin.com/e/gis/1394087

Corporate groups

Alumni Groups

Conference groups

Networking groups

Non-profit groups

Professional groups

…

Expand your network

Use today’s technology

Find the right info with less efforts

Care about your Customers

Sell efficiently

[email_address]

Videos

in Spanish, detailed overview (12:25 min)

http://www.youtube.com/watch?v=OwWbvdllHVE

in Catalan, brief overview, bad quality (4:31 min)

http://www.youtube.com/watch?v=YeoCu3yGvew

In English, brief overview (4:33 min)

http://www.youtube.com/watch?v=NLlGopyXT_g

Laugh or Cry? In English (Spanish subtitles)

http://www.youtube.com/watch?v=aD4XtZqJu-U

http://www.youtube.com/watch?v=PY5hBd8_Q-E

http://www.commoncraft.com/rss_plain_english

http://www.youtube.com/watch?v=MpIOClX1jPE&eurl=http://www.commoncraft.com/blog-categories/socialmedia

http://www.youtube.com/watch?v=VSPZ2Uu_X3Y&eurl=http://www.commoncraft.com/reader

Blogs

http://blog.guykawasaki.com , http://blog.aysoon.com , http://www.duperrin.com/ , http://www.hervekabla.com/serendipity/ , http://webilus.com/ , http://www.noupe.com/icons/50-most-beautiful-icon-sets-created-in-2008.html , http://jmbellot.blogs.com/pro/ , http://www.wikihow.com/Sell-More-Effectively-by-Asking-the-Right-Questions , http://diariodeunvendedor.blogspot.com/ , http://www.latamtech.biz/index.php/2008/09/02/venta-consultiva-cuando-el-vendedor-se-convierte-en-asesor/?nucrss=1 , http://www.cumpliendolacuota.com/ , http://www.readwriteweb.com/archives/ten_common_objections_to_socia.php ,