Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.
SALES1.0
JACK JOHNSON
SALES2.0
SMS1 - Group F
Javier Fernandez Gil Laura Hahnefeldt Ananya Jain
Marine Laval Imre Ignacio ...
OVERVIEW
Difference between Sales 1.0 concept and Sales 2.0 concept
Major drivers of Sales 2.0
The evolution of the sales ...
SALES
1.0 = SALES REP
SALES
2.0 = WEB 2.0
+ +
COLD CALLSALES
TRANSACTION
SALES REP WEB 2.0 SOCIAL
NETWORK
3
Relationship, interaction and collaboration
between sales Reps and Customers through
Phone, Web 2.0 and other Digital Tool...
S
A
L
E S
PROCESS EVOLUTION
Changes in buyer's expectations
Closer ongoing relationship beyond
the initial purchase
75% of...
SALES
2.0
SALES
1.0 Cold call or email setup for sales
presentation
Sales reps purchase
business reports and
search outdat...
SALES 1.0 REP SALES 2.0 REP
Relies only on art
Mainly face to face meetings
Pitches features and benefits
Sellers control ...
SALES 2.0
TRAINING
New ways of
training the reps
Increasingly focused on providing continuous knowledge transfer,
content ...
New Prospection Digital Tools
SEA
E-detailing
Emailing
CRM
Discussion Platforms
B2B Social Network
Big Data
Calendar
Webin...
HIRING THE RIGHT SALES REP
....increase the sales
ADVANTAGES
100% of Sales Reps at a target
Happier customers
More sales w...
Use of digital conferences (webcasts) - convenience of
location
No time zone, language or location barriers
Present the co...
Interview
s
R
ecruitm
ent
Com
pensation
M
otivation
Automatic
Interviews
Video
Conference
Social Network
Business Network
...
> Videogames for the annual training of
worldwide sales forces
> Incentivizing Team-Building
> Education about new CISCO P...
What next?
after Sales 2.0
So...
SALES 3.0
Cultural
Evolution
Sales 3.0 :
Traditional Sales
+ Social Media
+ Mobile
Sales ...
LOZENGEQ&A
Prochain SlideShare
Chargement dans…5
×
Prochain SlideShare
Sales 2.0
Suivant
Télécharger pour lire hors ligne et voir en mode plein écran

1

Partager

Télécharger pour lire hors ligne

Sales 2.0

Télécharger pour lire hors ligne

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

Livres associés

Gratuit avec un essai de 30 jours de Scribd

Tout voir

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
  3. 3. SALES 1.0 = SALES REP SALES 2.0 = WEB 2.0 + + COLD CALLSALES TRANSACTION SALES REP WEB 2.0 SOCIAL NETWORK 3
  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
  • lugovicsergej

    Jul. 2, 2016

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

Vues

Nombre de vues

4 506

Sur Slideshare

0

À partir des intégrations

0

Nombre d'intégrations

9

Actions

Téléchargements

16

Partages

0

Commentaires

0

Mentions J'aime

1

×