Sales 2.0: Selling in the age of Collaboration Jeff Weinberger Product Marketing, WebEx Sales Solutions

Premise Web2.0 technologies have dramatically changed the way we relate to the world and to each other. But they have also changed the way the world relates to us.

A New View of the Market Communities of interest are always shifting. Finding the point-of-interest that no one else is addressing causes a disruptive shift in the community structure With an Entrepreneurial Spirit Communities form around companies that have something interesting to say to the market. Some members of the community are customers, but no two members have the same relationship to the company With a Twist Companies use collaborative and co-creation technology to create customer community and drive innovation Traditional view

What Does This Mean for Sales? Making best practices pervasive  Hoarding best (and worst) practices. Network/Community of unlimited opportunities  Mass prospecting Pipeline shape and velocity  Pipeline volume Forecast predictability  Forecast probability Measure activities that count  Count every activity Technology makes sales reps more effective  Technology is a burden Engaging anytime, anywhere  Travel, meeting and schedule hassles Relationship-driven volume  Volume vs. Relationships High-efficiency AND high-touch  High-efficiency vs. high-touch Helping customers succeed  Selling Solutions Integrated and interdependent Marketing and Sales  Marketing vs. Sales Buyers educate themselves before they come to you  Controlling what the buyer knows Helping prospects buy  Rigidly following a sales process Sales 2.0  Sales 1.0

Sales and Change Opportunity Three Pressures: Market, Management, Competition Resistance The Price of Resistance Change Enabled by Technology

Opportunity

Three Pressures: Market, Management, Competition

Resistance

The Price of Resistance

Change Enabled by Technology

Sales 2.0 Technology Platform Externally Facing Internally Facing Generate Leads Execute Operations Obtain Intelligence Know Solutions Manage Accounts Acquire Touch Research Score Track Email Engage Exchange Discover Propose Forecast Track Engage Team Measure Train Data Plan Products People Present Pricing Results Forecast S & V Systems Change Activity Approval Ship Book Travel Expense Practices

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