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[object Object],[object Object],[object Object],[object Object],Keynote: Gerhard Gschwandtner
Conference Attendees
The 1.0 Economy
Business is a dance around value
Everyone wants value  ,[object Object],[object Object],[object Object],[object Object]
Value = true north
All values decline  The value of your product or service is destined to decline…
Value threats  ,[object Object],[object Object],[object Object],[object Object],[object Object]
Internet # 1 value threat/opportunity
Internet = Economic Alchemist   Turns lead into gold…or gold into lead
Google  Amazon  Ebay  Netflix  Salesforce.com Newspapers  Magazines (525 closed in 08 – 428 in 09)  Music  TV news  Gold or Lead?  Gold Lead
The Revolution theory  The Internet is NOT the revolution – it’s what people do with the Internet
Multiple revolutions
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
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
Survival demands a strategic transformation on two fronts:  outside alignment   inside refinement  Lesson # 2
  Efficiency  leaks       People – process – technology
Efficiency  ,[object Object],[object Object]
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)
Effectiveness - the right results  “ Efficiency  is doing things right,  effectiveness  is doing the right things”  (Peter Drucker)
Reaching the right goals
Sales 2.0  Mission  ,[object Object],[object Object],[object Object],[object Object]
Sales 2.0  A  buzzword? A professional discipline A passing fad?  A massive cultural shift  A  tool?  A business transformation that  delivers results
Sales 2.0 is efficiency & effectiveness  ,[object Object],[object Object]
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)
Sales 2.0 gets results  ,[object Object]
Speed
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
Collaboration – in real time
Collaboration  results  ,[object Object],[object Object]
Accountability
Sales 2.0 Results  ,[object Object],[object Object],Kirk Nichols  VP Sales
Customer Engagement
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
Sales 2.0  Results  ,[object Object],[object Object],[object Object]
Sales 2.0 Companies Overachieve Sales 2.0 Sales 1.0 Source: CSO Insights Sales Optimization Survey 2010
Challenge  ,[object Object]
Challenge ,[object Object]
[object Object],Let’s connect  # S20C  Blog: www.sellingpower.typepad.com  Email: gg@sellingpower.com

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Sales 2 0 Conference Sf March 8 2010

  • 1.  
  • 2.
  • 5. Business is a dance around value
  • 6.
  • 7. Value = true north
  • 8. All values decline The value of your product or service is destined to decline…
  • 9.
  • 10. Internet # 1 value threat/opportunity
  • 11. Internet = Economic Alchemist Turns lead into gold…or gold into lead
  • 12. Google Amazon Ebay Netflix Salesforce.com Newspapers Magazines (525 closed in 08 – 428 in 09) Music TV news Gold or Lead? Gold Lead
  • 13. The Revolution theory The Internet is NOT the revolution – it’s what people do with the Internet
  • 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
  • 19.
  • 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)
  • 23.
  • 24. Sales 2.0 A buzzword? A professional discipline A passing fad? A massive cultural shift A tool? A business transformation that delivers results
  • 25.
  • 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)
  • 27.
  • 28. Speed
  • 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
  • 30. Collaboration – in real time
  • 31.
  • 33.
  • 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
  • 36.
  • 37. Sales 2.0 Companies Overachieve Sales 2.0 Sales 1.0 Source: CSO Insights Sales Optimization Survey 2010
  • 38.
  • 39.
  • 40.