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Sales 2.0

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Sales 2.0

  1. 2. <ul><li>Founder and Publisher of </li></ul><ul><li>Selling Power magazine </li></ul><ul><li>Author of 17 books on </li></ul><ul><li>selling and motivation </li></ul>Keynote: Gerhard Gschwandtner
  2. 3. Conference Attendees
  3. 4. The 1.0 Economy
  4. 5. Business is a dance around value
  5. 6. Everyone wants value <ul><li>Customers from vendors </li></ul><ul><li>Managers from salespeople </li></ul><ul><li>Salespeople from companies </li></ul><ul><li>CEO’s from sales and marketing teams </li></ul>
  6. 7. Value = true north
  7. 8. All values decline The value of your product or service is destined to decline…
  8. 9. Value threats <ul><li>Innovators </li></ul><ul><li>Competitors </li></ul><ul><li>Tough buyers </li></ul><ul><li>Slow economy </li></ul><ul><li>Internet </li></ul>
  9. 10. Internet # 1 value threat/opportunity
  10. 11. Internet = Economic Alchemist Turns lead into gold…or gold into lead
  11. 12. Google Amazon Ebay Netflix Salesforce.com Newspapers Magazines (525 closed in 08 – 428 in 09) Music TV news Gold or Lead? Gold Lead
  12. 13. The Revolution theory The Internet is NOT the revolution – it’s what people do with the Internet
  13. 14. Multiple revolutions
  14. 15. Our core business strategy must be aligned with the revolutionary trends that transform our world – or we will become a victim of change Lesson # 1
  15. 16. Kodak became a victim of change Year Employees Sales Profits 1988 145,000 $13.3 B $1.17 Billion 2009 24,400 $ 7.6 B ($874 Million) 120,600
  16. 17. Survival demands a strategic transformation on two fronts: outside alignment inside refinement Lesson # 2
  17. 18. Efficiency leaks People – process – technology
  18. 19. Efficiency <ul><li>“ To win in business we need to be ruthlessly efficient ” </li></ul><ul><li>Jeff Stewart, Chairman Mimeo.com </li></ul>
  19. 20. Efficiency is not enough “ We are tempted to see where the arrow of performance lands and then draw a bulls eye around it” (Warren Buffett)
  20. 21. Effectiveness - the right results “ Efficiency is doing things right, effectiveness is doing the right things” (Peter Drucker)
  21. 22. Reaching the right goals
  22. 23. Sales 2.0 Mission <ul><li>Getting the right results - </li></ul><ul><li>- what we value most - </li></ul><ul><li>with the right means </li></ul><ul><li>in the most efficient way </li></ul>
  23. 24. Sales 2.0 A buzzword? A professional discipline A passing fad? A massive cultural shift A tool? A business transformation that delivers results
  24. 25. Sales 2.0 is efficiency & effectiveness <ul><li>“ Sales 2.0 is a more efficient and effective way of selling for the buyer and the seller enabled by technology.” </li></ul><ul><li>( Anneke Seley, Author Sales 2.0) </li></ul>
  25. 26. Sales 2.0 is about results “ Sales 2.0 integrates customer-focused processes with efficient technologies that drive greater value to sales reps so they can create more customer value” (Gerhard Gschwandtner)
  26. 27. Sales 2.0 gets results <ul><li>Sales 2.0 improves speed, collaboration , accountability and customer engagement at every stage of the revenue cycle </li></ul>
  27. 28. Speed
  28. 29. Sales 2.0 Results “ In the past my inside salespeople spoke with 8 prospects in a day. Today they speak to 8 prospects in one hour” Mike Damphousse CEO Green Lead
  29. 30. Collaboration – in real time
  30. 31. Collaboration results <ul><li>“ Instead of salespeople chasing insight across the organization, the insights will appear automatically through new collaboration tools” </li></ul><ul><li>(Brett Queener SVP Products) </li></ul>
  31. 32. Accountability
  32. 33. Sales 2.0 Results <ul><li>“ We created a culture of accountability. Now we leverage a repeatable process and we are moving to a culture of predictability.” </li></ul><ul><li>  </li></ul>Kirk Nichols VP Sales
  33. 34. Customer Engagement
  34. 35. b Engage through Social Networking 1 Establish credibility 2 Prospect 3 Needs Analysis 4 Field Marketing 5 Keep in touch 6 Renew & Referrals “ Social networks inject information and communication opportunities into sales” Clara Shih CEO Hearsay Labs
  35. 36. Sales 2.0 Results <ul><li>Right results </li></ul><ul><li>Better results </li></ul><ul><li>More profitable results </li></ul>
  36. 37. Sales 2.0 Companies Overachieve Sales 2.0 Sales 1.0 Source: CSO Insights Sales Optimization Survey 2010
  37. 38. Challenge <ul><li>Money can buy the best people, the best process and the best technology, but it won’t enhance our business, unless… </li></ul>
  38. 39. Challenge <ul><li>… Unless we replace the old sales combustion engine with an internet powered engine and hand the keys over to our customers… </li></ul>
  39. 40. <ul><li># Gerhard20 </li></ul>Let’s connect # S20C Blog: www.sellingpower.typepad.com Email: gg@sellingpower.com

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