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?

2

SALES1.0 = SALES REP

SALES2.0 = WEB 2.0+ +

COLD CALLSALESTRANSACTION

SALES REP WEB 2.0 SOCIALNETWORK

3

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

4

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

5

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

6

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

7

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.

8

New Prospection Digital Tools

SEA

E-detailing

Emailing

CRM

Discussion Platforms

B2B Social Network

Big DataCalendar

Webinars

3D Modelling

9

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

10

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

11

Interviews

Recruitment

Compensation

Motivation

AutomaticInterviewsVideoConference

Social NetworkBusiness NetworkVirtual Job Forums

TechnologicaldevicesPremiumSubscriptions

Gamification

Eg: LinkedINXing

Eg: SkypeInteractly

Eg: XactlyCorp.com

12

> 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

13

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

14

LOZENGEQ&A