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Welcome!Sales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
2         Keynote: Gerhard Gschwandtner Founder and Publisher of Selling Power magazineAuthor of 17 books onselling and mo...
3                              5 Major ChangesSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20con...
Business is about creating valueSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collabor...
Everyone wants value     • Customers from vendors     • Managers from salespeople     • Salespeople from companies     • C...
Value = true northSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
All values decline The value of any product or service is destined to decline…Sales & Marketing 2.0 Conference, San Franci...
Value threats        1. Better ideas        2. Better competitors        3. Smarter buyers        4. Change in business cl...
Internet = Platform for Change Sales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collabora...
Change # 1: The Internet drives change Sales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/c...
Ongoing revolutionSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Chaos is a factory….…that creates golden opportunitiesSales & Marketing 2.0 Conference, San Francisco   November 2010   sa...
Lesson # 1           Adapt, innovate             or become                 irrelevantSales & Marketing 2.0 Conference, San...
Action step     Move your     business     processes onlineSales & Marketing 2.0 Conference, San Francisco   November 2010...
Change # 2: Social mediaSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Customers Drive the Conversation              “…social media has become massively more              important because cust...
Lesson # 2        Join the conversationSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/c...
Action steps  •        Create a social media policy  • Make Twitter, FB, LinkedIn    part of your sales process  • Don’t c...
Change # 3: Tech = Acceleration                       Leaders                       Salesforce, Apple, Google, Cisco      ...
Salesforce.com        Market cap: $18 BillionSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf...
Dell        Market cap: $26 BillionSales & Marketing 2.0 Conference, San Francisco    November 2010   sales20conf.com/coll...
Kodak        Market cap: $1.4 BillionSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/col...
Lesson # 3   Our core business strategy   must be aligned with the   opportunities that emerge   from the revolutionary tr...
Lesson # 3     or we will become     victims of changeSales & Marketing 2.0 Conference, San Francisco   November 2010   sa...
Action step:        Lead, follow or get left behindSales & Marketing 2.0 Conference, San Francisco   November 2010   sales...
Change # 4. The Sales 2.0 Revolution                             “Sales 2.0 is a more efficient                           ...
Sales 2.0 Companies Overachieve                                                  Sales 1.0                                ...
Lesson # 4     Sales 1.0 is deadSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collabor...
Sales 1.0 is dead        • Cold calling        • Transactional selling        • The traditional sales funnel        • Sequ...
Action step     Adopt Sales 2.0     and improve your     revenue cycleSales & Marketing 2.0 Conference, San Francisco   No...
Brainshark’s Sales 2.0 Platform                                     (as of 5/1/10)                                        ...
Change # 5. The Customer RevolutionSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/colla...
Chief Listening OfficerSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Customer Success ManagerSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Chief Customer OfficerSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Co-CreateSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Co-create with customers    •Ads    •Marketing message    •Products (Threadless, Fiat 500, Nike)Sales & Marketing 2.0 Conf...
CollaborateSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Lesson # 5                                                    In the past we                                              ...
Lesson # 5                                               Today we need to                                                 ...
Change is not enough     1. Adapt, Innovate or become irrelevant     2. Join the social media revolution     3. Align with...
Create a customer centric revolutionSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/coll...
True northSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
Sales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
True NorthSales & Marketing 2.0 Conference, San Francisco   November 2010   sales20conf.com/collaboration
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5 Major Changes: The Road to Change

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Gerhard Gschwandtner Presents the 5 Major changes in 2011. Presented as a keynote at the grand opening of the SMEI Hampton Roads Chapter.

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Transcript of "5 Major Changes: The Road to Change"

  1. 1. Welcome!Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  2. 2. 2 Keynote: Gerhard Gschwandtner Founder and Publisher of Selling Power magazineAuthor of 17 books onselling and motivationSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  3. 3. 3 5 Major ChangesSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  4. 4. Business is about creating valueSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  5. 5. Everyone wants value • Customers from vendors • Managers from salespeople • Salespeople from companies • CEO’s from sales and marketing teamsSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  6. 6. Value = true northSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  7. 7. All values decline The value of any product or service is destined to decline…Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  8. 8. Value threats 1. Better ideas 2. Better competitors 3. Smarter buyers 4. Change in business climateSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  9. 9. Internet = Platform for Change Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  10. 10. Change # 1: The Internet drives change Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  11. 11. Ongoing revolutionSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  12. 12. Chaos is a factory….…that creates golden opportunitiesSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  13. 13. Lesson # 1 Adapt, innovate or become irrelevantSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  14. 14. Action step Move your business processes onlineSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  15. 15. Change # 2: Social mediaSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  16. 16. Customers Drive the Conversation “…social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Most of your marketing and press/analyst relations are being trumped by customers talking to customers. ” Geoffrey James BNET Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  17. 17. Lesson # 2 Join the conversationSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  18. 18. Action steps • Create a social media policy • Make Twitter, FB, LinkedIn part of your sales process • Don’t cold call, social callSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  19. 19. Change # 3: Tech = Acceleration Leaders Salesforce, Apple, Google, Cisco Followers Dell, Garmin Victims of change Kodak, Encyclopedia Britannica,Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  20. 20. Salesforce.com Market cap: $18 BillionSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  21. 21. Dell Market cap: $26 BillionSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  22. 22. Kodak Market cap: $1.4 BillionSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  23. 23. Lesson # 3 Our core business strategy must be aligned with the opportunities that emerge from the revolutionary trends that transform our world…Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  24. 24. Lesson # 3 or we will become victims of changeSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  25. 25. Action step: Lead, follow or get left behindSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  26. 26. Change # 4. The Sales 2.0 Revolution “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 & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  27. 27. Sales 2.0 Companies Overachieve Sales 1.0 Sales 2.0 Sales Performance Across Performance Performance Performance Levels Comparison Level 1 Level 2 Level 3% Reps Making Quota 45% 52% 60%% of Company Plan Attainment 75% 80% 84%% Forecast − Wins 42% 47% 53%Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  28. 28. Lesson # 4 Sales 1.0 is deadSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  29. 29. Sales 1.0 is dead • Cold calling • Transactional selling • The traditional sales funnel • Sequential dialing • Lead response delays (MIT Study) • The sales pitch • Sales processes without metricsSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  30. 30. Action step Adopt Sales 2.0 and improve your revenue cycleSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  31. 31. Brainshark’s Sales 2.0 Platform (as of 5/1/10) Web & Sales Social Media Portal Web Analytics Conferencing On-Demand Rich Media Content Marketing Sales Automation Intelligence CRM Salesforce Time & Contact Materials Data Event Corvent Proposal Management Creation E-Mail / ChatSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  32. 32. Change # 5. The Customer RevolutionSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  33. 33. Chief Listening OfficerSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  34. 34. Customer Success ManagerSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  35. 35. Chief Customer OfficerSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  36. 36. Co-CreateSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  37. 37. Co-create with customers •Ads •Marketing message •Products (Threadless, Fiat 500, Nike)Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  38. 38. CollaborateSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  39. 39. Lesson # 5 In the past we tried to get inside the customer’s mind so we could get a bigger share of the customer’s walletSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  40. 40. Lesson # 5 Today we need to bring the customer’s mind into our company so we can collaborate and co- create our futureSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  41. 41. Change is not enough 1. Adapt, Innovate or become irrelevant 2. Join the social media revolution 3. Align with emerging opportunities 4. Adopt Sales 2.0 to improve revenues 5. Co-create with your customers – make customers part of your value chainSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  42. 42. Create a customer centric revolutionSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  43. 43. True northSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  44. 44. Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
  45. 45. True NorthSales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration
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