Actionable Strategies for Driving Sales and Increasing ROI


Published on

The rise of Sales 2.0 and how this novel approach drives results by integrating strategy, people, process and technology.

Published in: Business, Technology

Actionable Strategies for Driving Sales and Increasing ROI

  1. 1. Sales 2.0: Actionable Strategies for Driving Sales & Increasing ROI
  2. 2. Sales 2.0 • Business Transformation • Measurable Results • Sales 2.0 Success Story *Stay Tuned* 100 lucky attendees will receive a free copy of Anneke’s book
  3. 3. Sales 2.0 Emerging Phenomenon Changing Preferences Shifting Power Rising costs Social Responsibility different economics sales effectiveness trust, responsiveness, & authenticity
  4. 4. POLLING QUESTION: What changes have you seen in the selling environment in the last year? • Many prospects prefer phone/ Web to face-face visits • Travel budgets have decreased • More emphasis on sales productivity and metrics • More than one of the above ©2009 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
  5. 5. Sales 1.0 vs. Sales 2.0 Field sales only Multi-channel Large companies only All sizes Face-to-face Multimedia Marketing vs Sales Alignment Product pitches Trusted advisor Seller in control Buyer in control Individual approach Collaboration No/poor process Measurable process Limited technology 2.0 technology
  6. 6. Sales 2.0 in a Nutshell Process People Technology Alignment & Measurable Open Enabling tools Resource Predictable Team-oriented, Allocation Customer-centric Relationship- focused Increased Revenue Results Decreased Cost
  7. 7. Sales 2.0 Companies Overachieve Sales 1.0* Sales 2.0* Reps making quota 53% 65% Company quota achieved 82% 92% Forecasted deals won 43% 55% Description based on levels of process and relationship-building captured in * CSO Insights 2009 sales performance optimization report Source:
  8. 8. Increase revenue. Decrease sales costs. • Build, pilot, assess phone/ Web Sales • Implement Sales 2.0 strategy and processes • Dedicated expert resources help insure your success faster
  9. 9. • Interviewing process, Implement new sales model, including Sales Development and “hunter/farmer” territories • Inbound call handling, outbound prospecting, Process lead qualification, forecasting • New hiring profiles and compensation, training People and coaching •, Eloqua, Hoovers, LinkedIn, Technology Facebook, Twitter, GoToMeeting & E-sign
  10. 10. Investment < $100K Headcount down Sales up Team productivity (in terms of quarterly revenue) Revenue Growth ©2010 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
  11. 11. Photo Credit: jedistemo:
  12. 12. Photo Credit: jedistemo:
  13. 13. Photo Credit: jedistemo:
  14. 14. Photo Credit: jedistemo:
  15. 15. Other Key Benefits Improved market intelligence Sales & sales cycle more predictable On-boarding time accelerated Increased customer engagement Creates a culture of alignment & measurement ©2009 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
  16. 16. Give us a call 1-800-372-6207 Send us an email Follow us on twitter @gotomeeting