Dov Baron, creator of the C.O.R.E Affluence System and author of “Don’t Read This: Unless You Want to Make More Money“, says you must take two critical actions to be truly effective and happy. First, you must find your inner “core” self. Second, you must let go of your fears. Listen-in as Dov describes these […]
Rod Brooks, Chief Marketing Officer of PEMCO Mutual Insurance, says the new reality of marketing and sales is that customers are in control of your brand. To win in the marketplace, companies must reorganize their mission and operations around that reality. Brooks says “the voice of the customer” has become PEMCO’s most important strategic initiative. […]
Greg Giesen, author of Mondays at 3, and host of the Leading From Within radio show, says we can greatly improve our performance if we consistently receive coaching. He also says we should take time each week to reflect on our priorities and our learnings. Then, we should write them down so we remember them […]
Male Speaker: The actuationzone.combrought to you by changeleadershipgroup.com. Brett Clay: Hi.This is Brett Clay. I’m here with Gerhard Gschwandtner the CEOSelling Power Magazine and the conference host of the Sales 2.0 Conference here in– that was held just now in San Francisco, California.Hi, Gerhard. Gerhard Gschwandtner: Hi, Brett. Brett Clay: Gerhard, tell us what do you — what’s the biggest change that’shappening in sales today? Gerhard Gschwandtner: There are a lot ofchanges and everybody’s a little bit worried about what will happento them in the future. Let me let the cat out of the bag.Of the 18 million sales people that are employed across the United States today,those jobs will more often transform and what we have been doing todayis going to disappear. And by 2020 there will be only about3 million sales jobs left. Brett Clay: So those are three millionof the 18 million jobs that exist today. Gerhard Gschwandtner: Right.Brett Clay: And so of the people that doing what they’re doing today onlythree million will be left. The other 15 million willbe doing something else. Gerhard Gschwandtner: Absolutely, andthere’s a new breed of sales person of which I called Sales 2.0 Person.Sales people need to move up online and they need to be very skilled inusing the web, using social media. And 70 percent of all purchasing decisionsare already made online before they actually see a sales person. So the big challenge is if sales peopleare not where the customers are which is on the web, then you’re going to lose. Brett Clay: So what were the big ideas that– you’ve been running the Sales 2.0 Conference for three years now, I believe,so now it’s sort of getting mature in a way. What are the new ideas this year versus,say, last year? Gerhard Gschwandtner: Well, I wouldn’tsay that Sales 2.0 is an immature state. I think that as everything we are evolvingand we have unprecedented growth compared to last year’s conference hasgrown by over 50 percent, and we don’t know how that accelerationcontinues and what will happen next year. All I know is that year over year,every time we do it, we see that there’s a dramaticshift in the way sales leaders are thinking about the sales organization.By that I mean this year the biggest change is the shift from operationalefficiency towards creating a customer centric enterprise.Brett Clay: Okay, excellent. So what is it — what are some of thecritical success factors and how do you define creating a customercentric enterprise? Gerhard Gschwandtner: Well, the bigchallenges for an enterprise to realize that the silos that stand in the way ofserving the customer need to come down. And last year we have talked about howto align sales with marketing and now we wanna align sales marketing and serviceand later we wanna align the entire company and design it around the customer.Just think about how many touch points customers experience in theirjourney towards buying. So they experience the website, the insidesales team, the outside sales team, the credit department, the finance department,the invoicing department, the contract department, the trainingdepartments, service, delivery. So the — in an average sale there are atleast 18 different touch points so what you wanna do is identifythose touch points. Secondly, associate each touch point witha metric that is driven by the customer where you know how you’re performing inthe eyes of the customer and not in your own eyes.And then you need to have a technology where it gives everybody in the companya unified view and vision of where the customer’s at. Brett Clay: Great.Well, thank you so much, Gerhard. Great conference and we look forward toa lot of growth and adoption as the world of sales changes dramatically.Gerhard Gschwandtner: Awesome. Thank you, Brett.It’s a pleasure. Brett Clay: Signing off from Sales 2.0with Brett Clay and Gerhard Gschwandtner. Male Speaker: The actuationzone.combrought to you by changeleadershipgroup.com.Copyright 2010 Brett Clay. All rights reserved.
Willis Turner, president and CEO of Sales and Marketing Executives International (SMEI), a professional society, says salespeople and marketers need to strive for excellence in their professions through continuous learning and education. Listen as Willis talks about driving sales and marketing excellence in the “sales 2.0” world. www.SMEI.org For recaps of the Sales 2.0 Conference, […]
Anneke Seley, author of Sales 2.0, and CEO of Phone Works, a sales consulting company, says the sales profession is moving into a new era referred to as “sales 2.0”. She says inside sales and sales operations organizations are at the forefront of these changes and can provide dramatic improvements in both top-line revenue growth […]
Wayne Breitbarth, author, The Power Formula for LinkedIn Success: Kick-Start Your Business, Brand, and Job Search, has trained nearly 10,000 businesspeople on how to effectively use LinkedIn. Listen as he gives some great tips and demonstrates that most of us haven’t even begun to tap the power of LinkedIn to grow our businesses and careers! […]
TJ Walker, the author of the USA Today #1 bestselling book, “TJ Walker’s Secret to Foolproof Presentations,” says you don’t need to worry about having a foolproof presentation. Just make it a pretty good presentation and you’ll be in great shape. TJ tells how.
Larry Chiang, author of What They Don’t Teach You at Business School, says you can have an Ivy League business school network without attending Stanford Business School or HBS. He also says you can do it in less than 20 mins per week using social media and hosting events. Available in HD and full screen: […]
TJ Walker, the author of the USA Today #1 bestselling book, “TJ Walker’s Secret to Foolproof Presentations,” says there is no excuse not to be using video in your business. He also says anyone can quickly prepare a pretty good speech. The key to both, says TJ, is to just…get started. Available in HD and […]
Sam Horn, “The Intrigue Expert”, and author of many books, including POP: Stand Out in Any Crowd, and Tongue Fu!, says finding the right name for your initiative, products, or business can be worth millions of dollars and inspire thousands of people. Listen as the legendary Sam Horn essentially delivers a seminar on how to […]
Patrick Snow, best-selling author of Creating Your Own Destiny, has vowed to never let his financial stability depend on another company. He says the only way to do that is to be an entrepreneur. But, he warns, don’t give up your day job, just yet. Discover your passion and turn it into a business over […]