Actionable Strategies for Driving Sales and Increasing ROI

•

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

Business Technology

Sales 2.0: Actionable Strategies for
Driving Sales & Increasing ROI

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

Sales 2.0 Emerging Phenomenon

Changing Preferences
Shifting Power

Rising costs
Social Responsibility

different economics
sales effectiveness
trust, responsiveness, & authenticity

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.

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

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

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

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

• 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

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.

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

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.

Give us a call
1-800-372-6207

Send us an email
gotomeeting@citrixonline.com

Follow us on twitter
@gotomeeting

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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

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

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