What the Heck is Sales 2.0? <br />Exploring The Shift In Sales When More On-line Resources Are Available.<br />J.R. Atkins<br />Consultant with Something Different Companies<br />Download this presentation at: www.LinkedIn.com/in/jratkins85<br />
Agenda<br />Sales 2.0 in Contrast to Sales 1.0<br />Your “Digital Foot Print”<br />Over Deliver of Expectation <br />So You do What? So What!<br />Resources<br />
What is Sales 2.0?<br />More than a collection of technologies that help sales professionals personalize information for customers and interact with them rapidly, Sales 2.0 should be considered as the synthesis of new technologies, models, processes and mindsets. It is about leveraging people, process, technology, and knowledge to make significant gains. It means integrating the power of Web 2.0 and on-demand technologies with proven sales techniques to increase sales velocity and volume. It also relates to increased communication and collaboration between sellers and buyers and within the selling team, together with a proactive and visible integration of knowledge and measurement of the buying cycle into the sales cycle. It seems that Sales 2.0 truly merges sales and marketing into a seamless effort to target buyers more effectively using innovative and integrated tactics with an objective to bring in a lot more business at a lower cost. It is also about making anything and everything in the sales and marketing lifecycle measurable, so that you can take that information and resulting analysis to further optimize your sales process. More streamlined processes, together with the technologies to carry out smarter approaches, can immediately help organizations that are committed to moving their sales and marketing efforts to the next level of performance and dramatically accelerate their sales cycle<br />By Christian Smagg , firstname.lastname@example.org , www.saastream.com<br />LinkedIn Answers<br />http://www.adstorical.com/commercial/402/mini-cooper-bad-dad-no-haggling-required.aspx<br />
Sales 2.0 in Contrast to Sales 1.0<br />Sales 1.0<br />Pushing<br />Sales=100-10-3-1<br />You chase them<br />Multiple Sales People<br />One or no Marketing People<br />Activity Based<br />Overcoming Objectives<br />Fewer Repeat Customer<br />Referrals are hard to get<br />Lower Margin<br />Sales 2.0<br /><ul><li>Pulling
Higher Margin</li></li></ul><li>Your “Digital Foot Print”<br />What do you get when you Google yourself?<br />Who is in control of your Google results?<br />If you could only sell based on what comes from Google, how successful could you be?<br />Before you engage with a prospect, assume they know what they found on Google.<br />Do you put more or less time into your “Yellow Page” listing as you do your Google Results?<br />
The Over Delivery of Expectation <br />For every unit of client expectation that you over deliver, you can decrease your sales efforts by at least 2 units.<br />When you add that something special that creates buzz, the your customers talk about in a positive way.<br />Customers for Life, Raving Fans, Wowing Customers<br />“Let’s give them something to talk about” - Bonnie Raitt<br />
So You do What? So What!<br />Your Value Proposition must Differentiate you from other companies that customers see as similar.<br />This is what you “go after” even though you may do more or offer items “off menu.”<br />I use to be afraid if I focused to narrowly, that I would turn business away. <br /> Instead, I lost business because prospects could not see how my value was different from others.<br />
Product Differentiation<br />In marketing, product differentiation (also known simply as "differentiation") is the process of distinguishing a product or offering from others, to make it more attractive to a particular target market. This involves differentiating it from competitors' products as well as a firm's own product offerings. – Wikipedia<br />Case Study: The Cheese Pizza Collective<br />Offers 1 Unique Pizza each day<br />Fixed Price of $20<br />Always Vegetarian, high-Quality ingredients<br />All 12 Employees own the business, paid the same<br />
Resources<br />Sales 2.0: Anneke Seley & Brent Holloway<br />Getting Naked: Patrick Lencioni<br />The Referral Engine: John Jantsch<br />The E Myth Revisited: Michael Gerber<br />Crush It: Gary Vaynerchuk<br />
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