Sales 2 0 Conference Sf March 8 2010

March 8-9, 2010 San Francisco, CA www.sales20conf.com/SF2010


2

Founder and Publisher of Selling Power magazine

Author of 17 books on selling and motivation

Keynote: Gerhard Gschwandtner


Conference Attendees


The 1.0 Economy


Business is a dance around value


Everyone wants value

• Customers from vendors

• Managers from salespeople

• Salespeople from companies

• CEO’s from sales and marketing teams


Value = true north


All values decline

The value of your product or service is destined to decline…


Value threats

1. Innovators

2. Competitors

3. Tough buyers

4. Slow economy

5. Internet


10

Internet # 1 value threat/opportunity


11

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

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


Year Employees Sales Profits

1988 145,000 $13.3 B $1.17 Billion

2009 24,400 $ 7.6 B ($874 Million)

120,600

Kodak became a victim of change


Survival demands a strategic transformation on two fronts: outside alignment inside refinement

Survival demands a strategic transformation on two fronts: outside alignment inside refinement

Lesson # 2


18

Efficiency leaks

People – process – technology


Efficiency

“To win in business we need to be

ruthlessly efficient ” Jeff Stewart, Chairman Mimeo.com


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

Getting the right results -

- what we value most -

with the right means

in the most efficient way


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

“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)


26

Sales 2.0 is about results

“Sales 2.0 integrates customer-focused processes

with efficient technologiesthat drive greater value to sales reps so they can create more

customer value”(Gerhard Gschwandtner)


Sales 2.0 gets results

Sales 2.0 improves speed,

collaboration, accountability and

customer engagement at every

stage of the revenue cycle


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

“Instead of salespeople chasing

insight across the organization, the

insights will appear automatically

through new collaboration tools”

(Brett Queener SVP Products)


Accountability


Sales 2.0 Results

“We created a culture of accountability. Now we leverage a repeatable process and we are moving to a culture of predictability.”

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

- Right results

- Better results

- More profitable results


Sales 2.0 Companies Overachieve

Sales Performance Across

Levels Comparison

Performance Level 1

Performance Level 2

Performance Level 3

% Reps Making Quota 45% 52% 60%

% of Company Plan Attainment 75% 80% 84%

% Forecast − Wins 42% 47% 53%

Sales 2.0Sales 1.0

Source: CSO Insights Sales Optimization Survey 2010


Challenge

Money can buy the best people, the best

process and the best technology, but it

won’t enhance our business, unless…


Challenge

…Unless we replace the old sales

combustion engine with an

internet powered engine and hand

the keys over to our customers…


40

# Gerhard20

Let’s connect

# S20C

Blog: www.sellingpower.typepad.com

Email: [email protected]

Sales 2 0 Conference Sf March 8 2010

Business

Transcript of Sales 2 0 Conference Sf March 8 2010