Sales 2 0 Conference Sf March 8 2010
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Gerhard Gschwandtner's Keynote for Sales 2.0 Conference in SF March 8 - 9, 2010 at the Four Seasons Hotel
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Sales 2 0 Conference Sf March 8 2010
- 5. Business is a dance around value
- 7. Value = true north
- 8. All values decline The value of your product or service is destined to decline…
- 10. Internet # 1 value threat/opportunity
- 11. Internet = Economic Alchemist Turns lead into gold…or gold into lead
- 12. Google Amazon Ebay Netflix Salesforce.com Newspapers Magazines (525 closed in 08 – 428 in 09) Music TV news Gold or Lead? Gold Lead
- 13. The Revolution theory The Internet is NOT the revolution – it’s what people do with the Internet
- 15. Our core business strategy must be aligned with the revolutionary trends that transform our world – or we will become a victim of change Lesson # 1
- 16. Kodak became a victim of change Year Employees Sales Profits 1988 145,000 $13.3 B $1.17 Billion 2009 24,400 $ 7.6 B ($874 Million) 120,600
- 17. Survival demands a strategic transformation on two fronts: outside alignment inside refinement Lesson # 2
- 18. Efficiency leaks People – process – technology
- 20. Efficiency is not enough “ We are tempted to see where the arrow of performance lands and then draw a bulls eye around it” (Warren Buffett)
- 21. Effectiveness - the right results “ Efficiency is doing things right, effectiveness is doing the right things” (Peter Drucker)
- 22. Reaching the right goals
- 24. Sales 2.0 A buzzword? A professional discipline A passing fad? A massive cultural shift A tool? A business transformation that delivers results
- 26. Sales 2.0 is about results “ Sales 2.0 integrates customer-focused processes with efficient technologies that drive greater value to sales reps so they can create more customer value” (Gerhard Gschwandtner)
- 28. Speed
- 29. Sales 2.0 Results “ In the past my inside salespeople spoke with 8 prospects in a day. Today they speak to 8 prospects in one hour” Mike Damphousse CEO Green Lead
- 30. Collaboration – in real time
- 32. Accountability
- 35. b Engage through Social Networking 1 Establish credibility 2 Prospect 3 Needs Analysis 4 Field Marketing 5 Keep in touch 6 Renew & Referrals “ Social networks inject information and communication opportunities into sales” Clara Shih CEO Hearsay Labs
- 37. Sales 2.0 Companies Overachieve Sales 2.0 Sales 1.0 Source: CSO Insights Sales Optimization Survey 2010