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Sales 2.0

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We differentiated between Sales 1.0 and Sales 2.0 for our Sales Force Management class

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Sales 2.0

  1. 1. SALES1.0 JACK JOHNSON SALES2.0 SMS1 - Group F Javier Fernandez Gil Laura Hahnefeldt Ananya Jain Marine Laval Imre Ignacio Szapary Geraldine Willame
  2. 2. OVERVIEW Difference between Sales 1.0 concept and Sales 2.0 concept Major drivers of Sales 2.0 The evolution of the sales process Difference between the Sales Processes How is Sales 1.0 reps different from sales 2.0 reps The new digital tools and ways of training the sales 2.0 rep Advantages of hiring the new sales rep Effective management transformation using Technological tools Cisco & Bayer case What next? 2
  4. 4. Relationship, interaction and collaboration between sales Reps and Customers through Phone, Web 2.0 and other Digital Tools Sales and Marketing alignment What lead to SALES 2.0major drivers 4
  5. 5. S A L E S PROCESS EVOLUTION Changes in buyer's expectations Closer ongoing relationship beyond the initial purchase 75% of purchases begin on the web 5
  6. 6. SALES 2.0 SALES 1.0 Cold call or email setup for sales presentation Sales reps purchase business reports and search outdated company websites Product delivering with following evaluation Direct contact with the key company decision makers Leveraging of traditional sales techniques with social media and sales intelligence insights Sales people perform online searches for a target company 6
  7. 7. SALES 1.0 REP SALES 2.0 REP Relies only on art Mainly face to face meetings Pitches features and benefits Sellers control buyer's information Relies on Art and Science Uses phone, web2.0 and technology Helps solve problems Buyers educate themselves 7
  8. 8. SALES 2.0 TRAINING New ways of training the reps Increasingly focused on providing continuous knowledge transfer, content acquisition, and “on-demand” learning A “one-stop” e-learning center for courses and collaboration that makes it easy for sales professionals to find the resources they need Real-time dashboards Gamification fosters internal brand engagement & company culture. 8
  9. 9. New Prospection Digital Tools SEA E-detailing Emailing CRM Discussion Platforms B2B Social Network Big Data Calendar Webinars 3D Modelling 9
  10. 10. HIRING THE RIGHT SALES REP ....increase the sales ADVANTAGES 100% of Sales Reps at a target Happier customers More sales wins and lower hiring costs Better brand reputation Less wasted management time and 0% turnover 10
  11. 11. Use of digital conferences (webcasts) - convenience of location No time zone, language or location barriers Present the company’s objectives, results obtained through webinars Broadcast videos through the company intra website Weekly mail update/info on new sales trends Q&A Chat Best ROI WHY TO ADAPT TO THE WEB 2.0 A CATALYST TECHNOLOGICAL TOOLS 11
  12. 12. Interview s R ecruitm ent Com pensation M otivation Automatic Interviews Video Conference Social Network Business Network Virtual Job Forums Technological devices Premium Subscriptions Gamification Eg: LinkedIN Xing Eg: Skype Interactly Eg: XactlyCorp.com 12
  13. 13. > Videogames for the annual training of worldwide sales forces > Incentivizing Team-Building > Education about new CISCO Products and Technologies > Teaching the reps with innovative simulation online games > Growth of sales better than competitors > Direct correlation between top performing Reps in the videogame and their field success 13
  14. 14. What next? after Sales 2.0 So... SALES 3.0 Cultural Evolution Sales 3.0 : Traditional Sales + Social Media + Mobile Sales Reps need easily accessible applications on their mobiles Managers need to understand Social Media and Mobile platforms 14
  15. 15. LOZENGEQ&A