(#sales20conf) march 16, 2012 · gerhard gschwandtner, sales 2.0 conference host; founder, selling...

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5 Critical Insights for Today’s Sales Leaders (#sales20conf) March 16, 2012 Panelists: Colleen Honan, SVP Global Sales & Service, OneSource Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power Moderator: Robert Pease, Founder/CEO, Nearstream

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Page 1: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

5 Critical Insights for Today’s Sales Leaders

(#sales20conf)

March 16, 2012

Panelists: Colleen Honan, SVP Global Sales & Service, OneSourceGerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power 

Moderator: Robert Pease, Founder/CEO, Nearstream

Page 2: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

#1 How We Connect & Collaborate Continues to Evolve

InternetEmailPhonePrint Social

1950s 2012 + beyond

Social is the future…the challenge is to engage at the right time for the right reason.

Page 3: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

#2 Many New Sources of Prospect Information

Page 4: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

#3 Sales Triggers Everywhere

Page 5: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

#4 Engage At the Right Time & the Right Way

Zone of Amazement Zone of Affection Zone of Indifference Zone of Disdain

•Response within 1‐10 minutes

•“In the moment”

•Be personal with actionable information (a link to an answer, an offer, etc.)

•Response within 4 – 6 Hours

•“Right now” dynamics so response window is small

•Over 6 hours to respond

•Generic or out of context response

•Direct sales tactics

•No coverage

•No response

•No success

Four Zones of Social Engagement

Page 6: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

#5 Enter the Social Sales Process

Sales has always been social….

Page 7: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

Prospectability: 

Automatically prioritizes Leads based on amount of information availableAnd real‐time events 

Let’s you focus on The right prospect at the right time

Without having to guess.

Page 8: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

Trigger Events

• Your leads prioritizedby real time trigger events.  

• Based on yourpreferencesfor the types of triggers most effective for you.

• What doors open with an M&A event?  

• How important are executive change events to you? 

Page 9: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

Social Media Tags

• Understand who your prospect is

• LinkedIn• Facebook • Twitter

• For Contactsand Companies

www.onesource.com

Page 10: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

www.onesource.com

Page 11: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

5 Critical Insights for Today’s Sales Leaders

1. How we connect & collaborate continues to evolve

2. Many new sources of prospect information

3. Sales triggers are everywhere (online)

4. Engage at the right time & right way

5. Sales is social (and always has been)

Page 12: (#sales20conf) March 16, 2012 · Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling Power ... Print Phone Email Internet Social 1950s 2012 + beyond Social is the future…the

Questions?

PanelistsColleen Honan, SVP Global Sales & Service, [email protected]

Gerhard Gschwandtner, Sales 2.0 Conference host; Founder, Selling [email protected] / www.sales20conf.com

ModeratorRobert Pease, Founder/CEO, [email protected] 

SPECIAL OFFERSAttend an upcoming Sales 2.0 Conference – www.sales20conf.com

Try iSell for free – visit http://www2.onesource.com/get‐isell‐trial