We differentiated between Sales 1.0 and Sales 2.0 for our Sales Force Management class

1. SALES1.0
JACK JOHNSON
SALES2.0
SMS1 - Group F
Javier Fernandez Gil Laura Hahnefeldt Ananya Jain
Marine Laval Imre Ignacio Szapary Geraldine Willame

2. OVERVIEW
Difference between Sales 1.0 concept and Sales 2.0 concept
Major drivers of Sales 2.0
The evolution of the sales process
Difference between the Sales Processes
How is Sales 1.0 reps different from sales 2.0 reps
The new digital tools and ways of training the sales 2.0 rep
Advantages of hiring the new sales rep
Effective management transformation using Technological
tools
Cisco & Bayer case
What next?
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3. SALES
1.0 = SALES REP
SALES
2.0 = WEB 2.0
+ +
COLD CALLSALES
TRANSACTION
SALES REP WEB 2.0 SOCIAL
NETWORK
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4. Relationship, interaction and collaboration
between sales Reps and Customers through
Phone, Web 2.0 and other Digital Tools
Sales and Marketing alignment
What lead to
SALES 2.0major drivers
4

5. S
A
L
E S
PROCESS EVOLUTION
Changes in buyer's expectations
Closer ongoing relationship beyond
the initial purchase
75% of purchases begin on the web
5

6. SALES
2.0
SALES
1.0 Cold call or email setup for sales
presentation
Sales reps purchase
business reports and
search outdated
company websites
Product delivering with
following evaluation
Direct contact with the key
company decision makers
Leveraging of traditional
sales techniques with social
media and sales
intelligence insights
Sales people perform
online searches for a
target company
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7. SALES 1.0 REP SALES 2.0 REP
Relies only on art
Mainly face to face meetings
Pitches features and benefits
Sellers control buyer's information
Relies on Art and Science
Uses phone, web2.0 and
technology
Helps solve problems
Buyers educate themselves
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8. SALES 2.0
TRAINING
New ways of
training the reps
Increasingly focused on providing continuous knowledge transfer,
content acquisition, and “on-demand” learning
A “one-stop” e-learning center for courses and collaboration that
makes it easy for sales professionals to find the resources they
need
Real-time dashboards
Gamification fosters internal brand engagement & company
culture.
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9. New Prospection Digital Tools
SEA
E-detailing
Emailing
CRM
Discussion Platforms
B2B Social Network
Big Data
Calendar
Webinars
3D Modelling
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10. HIRING THE RIGHT SALES REP
....increase the sales
ADVANTAGES
100% of Sales Reps at a target
Happier customers
More sales wins and lower hiring costs
Better brand reputation
Less wasted management time and 0% turnover
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11. Use of digital conferences (webcasts) - convenience of
location
No time zone, language or location barriers
Present the company’s objectives, results obtained
through webinars
Broadcast videos through the company intra website
Weekly mail update/info on new sales trends
Q&A Chat
Best ROI
WHY TO ADAPT TO THE WEB 2.0
A CATALYST
TECHNOLOGICAL TOOLS
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12. Interview
s
R
ecruitm
ent
Com
pensation
M
otivation
Automatic
Interviews
Video
Conference
Social Network
Business Network
Virtual Job Forums
Technological
devices
Premium
Subscriptions
Gamification
Eg: LinkedIN
Xing
Eg: Skype
Interactly
Eg: XactlyCorp.com
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13. > Videogames for the annual training of
worldwide sales forces
> Incentivizing Team-Building
> Education about new CISCO Products and
Technologies
> Teaching the reps with innovative
simulation online games
> Growth of sales better
than competitors
> Direct correlation between top performing
Reps in the videogame and their field success
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14. What next?
after Sales 2.0
So...
SALES 3.0
Cultural
Evolution
Sales 3.0 :
Traditional Sales
+ Social Media
+ Mobile
Sales Reps
need easily
accessible
applications on
their mobiles
Managers need
to understand
Social Media
and Mobile
platforms
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15. LOZENGEQ&A