Actionable Strategies for Driving Sales and Increasing ROI
19
Sales 2.0: Actionable Strategies for Driving Sales & Increasing ROI
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19-Oct-2014 -
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The rise of Sales 2.0 and how this novel approach drives results by integrating strategy, people, process and technology.
Transcript of Actionable Strategies for Driving Sales and Increasing ROI
Sales 2.0: Actionable Strategies for Driving Sales & Increasing ROI
• Business Transformation
• Measurable Results
• Sales 2.0 Success Story
Sales 2.0
*Stay Tuned*
100 lucky attendees will receive a free copy of Anneke’s book
Sales 2.0 Emerging Phenomenon
Changing Preferences
Shifting Power
Rising costsSocial Responsibility
different economics
sales effectiveness
trust, responsiveness, & authenticity
What changes have you seen in the selling environment in the last year?
• Many prospects prefer phone/Web to face-face visits• Travel budgets have decreased• More emphasis on sales productivity and metrics• More than one of the above
POLLING QUESTION:
©2009 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
Sales 1.0 vs. Sales 2.0
Field sales only Multi-channel
Large companies only All sizes
Face-to-face Multimedia
Marketing vs Sales Alignment
Product pitches Trusted advisor
Seller in control Buyer in control
Individual approach Collaboration
No/poor process Measurable process
Limited technology 2.0 technology
Sales 2.0 in a Nutshell
Process People Technology
Alignment & Resource Allocation
MeasurablePredictable Customer-centric
Open Team-oriented,Relationship- focused
Enabling tools
Increased Revenue Results
Decreased Cost
Sales 2.0 Companies Overachieve
Sales 1.0* Sales 2.0*
Reps making quota 53% 65%
Company quota achieved 82% 92%
Forecasted deals won 43% 55%
*Description based on levels of process and relationship-building captured in CSO Insights 2009 sales performance optimization report
Source: www.csoinsights.com
Increase revenue. Decrease sales costs.
• Build, pilot, assess phone/Web Sales
• Implement Sales 2.0 strategy and processes
• Dedicated expert resources help insure your success faster
• Inbound call handling, outbound prospecting, lead qualification, forecasting
Technology
People
Process
• Salesforce.com, Eloqua, Hoovers, LinkedIn, Facebook, Twitter, GoToMeeting & E-sign
• New hiring profiles and compensation, training and coaching
• Interviewing process, Implement new sales model, including Sales Development and “hunter/farmer” territories
Investment < $100K
Headcount down
Sales up
Team productivity (in terms of quarterly revenue)
Revenue Growth
©2010 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Photo Credit: jedistemo: http://www.flickr.com/photos/jedistemo/
Improved market intelligence
Sales & sales cycle more predictable
On-boarding time accelerated
Increased customer engagement
Creates a culture of alignment & measurement
Other Key Benefits
©2009 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
Give us a call1-800-372-6207
Send us an email [email protected]
Follow us on twitter@gotomeeting
Give us a call1-800-372-6207
Send us an email [email protected]
Follow us on twitter@gotomeeting
