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
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
17. Survival demands a strategic transformation on two fronts: outside alignment inside refinement Lesson # 2
18. Efficiency leaks People – process – technology
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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)
21. Effectiveness - the right results “ Efficiency is doing things right, effectiveness is doing the right things” (Peter Drucker)
24. Sales 2.0 A buzzword? A professional discipline A passing fad? A massive cultural shift A tool? A business transformation that delivers results
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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)
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
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