(#sales20conf) march 16, 2012 · gerhard gschwandtner, sales 2.0 conference host; founder, selling...
TRANSCRIPT
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
#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.
#2 Many New Sources of Prospect Information
#3 Sales Triggers Everywhere
#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
#5 Enter the Social Sales Process
Sales has always been social….
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.
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?
Social Media Tags
• Understand who your prospect is
• LinkedIn• Facebook • Twitter
• For Contactsand Companies
www.onesource.com
www.onesource.com
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)
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