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

1. Sales 2.0: Actionable Strategies for
Driving Sales & Increasing ROI

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. Sales 2.0 Emerging Phenomenon
Changing Preferences
Shifting Power
Rising costs
Social Responsibility
different economics
sales effectiveness
trust, responsiveness, & authenticity

6. 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.

8. 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

9. 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

10. 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: www.csoinsights.com

11. 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

12. • 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
• Salesforce.com, Eloqua, Hoovers, LinkedIn,
Technology Facebook, Twitter, GoToMeeting & E-sign

13. 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.

14. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/

15. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/

16. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/

17. Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/

18. 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.

19. Give us a call
1-800-372-6207
Send us an email
gotomeeting@citrixonline.com
Follow us on twitter
@gotomeeting