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
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