actionable strategies for driving sales and increasing roi
Post on 19-Oct-2014
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DESCRIPTION
The rise of Sales 2.0 and how this novel approach drives results by integrating strategy, people, process and technology.TRANSCRIPT
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