How to take advantage of the web today

The industry my prospect works in

The company I want to sell to

People who work inside this company

How can I position myself at this prospect?

If I want to get an answer to all the previous questions…

My company pays me to SELL, not to have coffee breaks and surf on the

web!

No prospect want to purchase my solutions !

I must sell to anybody, at any

cost and…

What is Web 2.0?

What is different from Web 1.0?

How can it help me?

Evolution of the Sales Process

Useful tools?

Yesterday (linear)

Today (non-linear)

Prospecting Customer Retention

Pre-approach Database/Knowledge Management

Approach Relationship Selling

Presentation Marketing

Overcoming Objections Problem solving

Closing Adding Value

Following –up Relationship Maintenance

http://www.google.com/ig

http://www.google.com/reader

http://www.linkedin.com/

Let the information come to you

Spanish Economy◦ http://www.noticias.com/ , http://www.eleconomista.es/ , http://www.expansion.com/ , http://www.cincodias.com/,

http://customers-that-have-a-rss-feed-on-their-websites.com , http://www.elpais.com/economia/

News Blogs

◦ http://mikiblueeyes.com/, http://blog.guykawasaki.com , http://blog.aysoon.com , http://www.duperrin.com/, http://www.hervekabla.com/serendipity/, http://webilus.com/, http://www.noupe.com/icons/50-most-beautiful-icon-sets-created-in-2008.html, http://jmbellot.blogs.com/pro/, http://www.wikihow.com/Sell-More-Effectively-by-Asking-the-Right-Questions , http://diariodeunvendedor.blogspot.com/, http://www.latamtech.biz/index.php/2008/09/02/venta-consultiva-cuando-el-vendedor-se-convierte-en-asesor/?nucrss=1, http://www.cumpliendolacuota.com/, http://feeds.feedburner.com/3dPerspectives,

My network on linkedin See my Google Reader & subscribe

◦ Blogs: http://www.google.com/reader/shared/user/00797955098858512774/label/blogs &

http://www.google.com/reader/public/atom/user/00797955098858512774/label/blogs

◦ Spanish economy: http://www.google.com/reader/shared/user/00797955098858512774/label/ECO%20espagnole &

http://www.google.com/reader/public/atom/user/00797955098858512774/label/ECO%20espagnole

◦ Technology: http://www.google.com/reader/shared/user/00797955098858512774/label/Technologies &

http://www.google.com/reader/public/atom/user/00797955098858512774/label/Technologies

I know

Join my network

I know

Do you know ?

What?

Why?How?

When?

Join my group

Who?

I know

Create a plan.

Set goals for building your network.

Choose leaders and mentors and ask them for help.

Ask / Answer questions, open dialogues.

Be Honest, consistent, transparent, helpful, respectful, do not spam.

http://www.linkedin.com/in/jeromecabanes

http://www.linkedin.com/e/gis/1394087

Corporate groups Alumni Groups Conference groups Networking groups Non-profit groups Professional groups …

Expand your network

Use today’s technology

Find the right info with less efforts

Care about your Customers

Sell efficiently

Jerome.cabanes@gmail.com

Videos ◦ in Spanish, detailed overview (12:25 min)

http://www.youtube.com/watch?v=OwWbvdllHVE◦ in Catalan, brief overview, bad quality (4:31 min)

http://www.youtube.com/watch?v=YeoCu3yGvew◦ In English, brief overview (4:33 min)

http://www.youtube.com/watch?v=NLlGopyXT_g ◦ Laugh or Cry? In English (Spanish subtitles)

http://www.youtube.com/watch?v=aD4XtZqJu-U http://www.youtube.com/watch?v=PY5hBd8_Q-E

◦ http://www.commoncraft.com/rss_plain_english ◦ http://www.youtube.com/watch?v=MpIOClX1jPE&eurl=http://www.commoncraft.com/blog-categories/socialmedia ◦ http://www.youtube.com/watch?v=VSPZ2Uu_X3Y&eurl=http://www.commoncraft.com/reader

Blogs◦ http://blog.guykawasaki.com , http://blog.aysoon.com , http://www.duperrin.com/, http://www.hervekabla.com/serendipity/,

http://webilus.com/, http://www.noupe.com/icons/50-most-beautiful-icon-sets-created-in-2008.html, http://jmbellot.blogs.com/pro/, http://www.wikihow.com/Sell-More-Effectively-by-Asking-the-Right-Questions , http://diariodeunvendedor.blogspot.com/, http://www.latamtech.biz/index.php/2008/09/02/venta-consultiva-cuando-el-vendedor-se-convierte-en-asesor/?nucrss=1, http://www.cumpliendolacuota.com/, http://www.readwriteweb.com/archives/ten_common_objections_to_socia.php,

Web sites◦ http://en.wikipedia.org/wiki/Web_2.0◦ http://www.internetworldstats.com/stats.htm◦ www.linkedin.com ◦ http://en.wikipedia.org/wiki/Google_Reader◦ http://en.wikipedia.org/wiki/RSS