SALES 1.0JACK JOHNSON
SALES 2.0
SMS1 - Group FJavier Fernandez Gil Laura Hahnefeldt Ananya Jain
Marine Laval Imre Ignacio Szapary Geraldine Willame
OVERVIEW
Difference between Sales 1.0 concept and Sales 2.0 conceptMajor drivers of Sales 2.0The evolution of the sales processDifference between the Sales ProcessesHow is Sales 1.0 reps different from sales 2.0 repsThe new digital tools and ways of training the sales 2.0 repAdvantages of hiring the new sales repEffective management transformation using TechnologicaltoolsCisco & Bayer caseWhat next?
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SALES1.0 = SALES REP
SALES2.0 = WEB 2.0+ +
COLD CALLSALESTRANSACTION
SALES REP WEB 2.0 SOCIALNETWORK
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Relationship, interaction and collaboration
between sales Reps and Customers through
Phone, Web 2.0 and other Digital Tools
Sales and Marketing alignment
What lead toSALES 2.0
major drivers
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SA L E S
PROCESS EVOLUTION
Changes in buyer's expectations
Closer ongoing relationship beyond
the initial purchase
75% of purchases begin on the web
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SALES2.0
SALES1.0 Cold call or email setup for salespresentation
Sales reps purchasebusiness reports andsearch outdatedcompany websites
Product delivering withfollowing evaluation
Direct contact with the keycompany decision makers
Leveraging of traditionalsales techniques with socialmedia and salesintelligence insights
Sales people performonline searches for atarget company
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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 andtechnology
Helps solve problems
Buyers educate themselves
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SALES 2.0TRAINING
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 thatmakes it easy for sales professionals to find the resources theyneed
Real-time dashboards
Gamification fosters internal brand engagement & companyculture.
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New Prospection Digital Tools
SEA
E-detailing
Emailing
CRM
Discussion Platforms
B2B Social Network
Big DataCalendar
Webinars
3D Modelling
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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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Use of digital conferences (webcasts) - convenience oflocationNo time zone, language or location barriersPresent the company’s objectives, results obtainedthrough webinarsBroadcast videos through the company intra websiteWeekly mail update/info on new sales trends Q&A ChatBest ROI
WHY TO ADAPT TO THE WEB 2.0
A CATALYST
TECHNOLOGICAL TOOLS
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Interviews
Recruitment
Compensation
Motivation
AutomaticInterviewsVideoConference
Social NetworkBusiness NetworkVirtual Job Forums
TechnologicaldevicesPremiumSubscriptions
Gamification
Eg: LinkedINXing
Eg: SkypeInteractly
Eg: XactlyCorp.com
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> Videogames for the annual training ofworldwide sales forces
> Incentivizing Team-Building
> Education about new CISCO Products andTechnologies
> Teaching the reps with innovativesimulation online games
> Growth of sales better than competitors
> Direct correlation between top performingReps in the videogame and their field success
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What next?
after Sales 2.0
So...
SALES 3.0
Cultural Evolution
Sales 3.0 : Traditional Sales
+ Social Media + Mobile
Sales Repsneed easilyaccessible
applications ontheir mobiles
Managers needto understandSocial Media
and Mobileplatforms
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