Gerhard Gschwandtner Presents the 5 Major changes in 2011. Presented as a keynote at the grand opening of the SMEI Hampton Roads Chapter.

1. Welcome!
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2. 2
Keynote: Gerhard Gschwandtner
Founder and Publisher of
Selling Power magazine
Author of 17 books on
selling and motivation
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3. 3
5 Major Changes
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4. Business is about creating value
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5. Everyone wants value
• Customers from vendors
• Managers from salespeople
• Salespeople from companies
• CEO’s from sales and marketing
teams
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6. Value = true north
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7. All values decline
The value of any
product or service is
destined to
decline…
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8. Value threats
1. Better ideas
2. Better competitors
3. Smarter buyers
4. Change in business climate
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9. Internet = Platform for Change
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10. Change # 1: The Internet drives change
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11. Ongoing revolution
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12. Chaos is a factory….
…that creates golden opportunities
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13. Lesson # 1
Adapt, innovate
or become
irrelevant
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14. Action step
Move your
business
processes online
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15. Change # 2: Social media
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16. Customers Drive the Conversation
“…social media has become massively more
important because customers have stopped
listening to vendors and analyst/reviewers.
Most of your marketing and press/analyst
relations are being trumped by customers
talking to customers. ”
Geoffrey James
BNET
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17. Lesson # 2
Join the conversation
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18. Action steps
• Create a social media policy
• Make Twitter, FB, LinkedIn
part of your sales process
• Don’t cold call, social call
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19. Change # 3: Tech = Acceleration
Leaders
Salesforce, Apple, Google, Cisco
Followers
Dell, Garmin
Victims of change
Kodak, Encyclopedia Britannica,
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20. Salesforce.com
Market cap: $18 Billion
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21. Dell
Market cap: $26 Billion
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22. Kodak
Market cap: $1.4 Billion
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23. Lesson # 3
Our core business strategy
must be aligned with the
opportunities that emerge
from the revolutionary trends
that transform our world…
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24. Lesson # 3
or we will become
victims of change
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25. Action step:
Lead, follow or get left behind
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26. Change # 4. The Sales 2.0 Revolution
“Sales 2.0 is a more efficient
and effective way of selling
for the buyer and the seller
enabled by technology.”
(Anneke Seley, Author Sales 2.0)
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27. Sales 2.0 Companies Overachieve
Sales 1.0 Sales 2.0
Sales Performance Across Performance Performance Performance
Levels Comparison Level 1 Level 2 Level 3
% Reps Making Quota 45% 52% 60%
% of Company Plan Attainment 75% 80% 84%
% Forecast − Wins 42% 47% 53%
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28. Lesson # 4
Sales 1.0 is dead
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29. Sales 1.0 is dead
• Cold calling
• Transactional selling
• The traditional sales funnel
• Sequential dialing
• Lead response delays (MIT Study)
• The sales pitch
• Sales processes without metrics
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30. Action step
Adopt Sales 2.0
and improve your
revenue cycle
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31. Brainshark’s Sales 2.0 Platform (as of 5/1/10)
Web &
Sales Social Media
Portal
Web
Analytics
Conferencing
On-Demand
Rich Media Content
Marketing Sales
Automation Intelligence
CRM
Salesforce
Time & Contact
Materials Data
Event
Corvent Proposal
Management
Creation
E-Mail / Chat
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32. Change # 5. The Customer Revolution
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33. Chief Listening Officer
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34. Customer Success Manager
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35. Chief Customer Officer
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36. Co-Create
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37. Co-create with customers
•Ads
•Marketing message
•Products (Threadless, Fiat 500, Nike)
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38. Collaborate
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39. Lesson # 5
In the past we
tried to get inside
the customer’s
mind so we could
get a bigger share
of the customer’s
wallet
Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration

40. Lesson # 5
Today we need to
bring the
customer’s mind
into our company
so we can
collaborate and co-
create our future
Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration

41. Change is not enough
1. Adapt, Innovate or become irrelevant
2. Join the social media revolution
3. Align with emerging opportunities
4. Adopt Sales 2.0 to improve revenues
5. Co-create with your customers – make customers
part of your value chain
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42. Create a customer centric revolution
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43. True north
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44. Sales & Marketing 2.0 Conference, San Francisco November 2010 sales20conf.com/collaboration

45. True North
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