web2.0 for sales people
DESCRIPTION
presenting 3 tools to be used by Sales people to more efficient in Sales using Web 2.0 toolsTRANSCRIPT
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How to take advantage of the web today
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The industry my prospect works in
The company I want to sell to
People who work inside this company
How can I position myself at this prospect?
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If I want to get an answer to all the previous questions…
My company pays me to SELL, not to have coffee breaks and surf on the
web!
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No prospect want to purchase my solutions !
I must sell to anybody, at any
cost and…
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What is Web 2.0?
What is different from Web 1.0?
How can it help me?
Evolution of the Sales Process
Useful tools?
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Yesterday (linear)
Today (non-linear)
Prospecting Customer Retention
Pre-approach Database/Knowledge Management
Approach Relationship Selling
Presentation Marketing
Overcoming Objections Problem solving
Closing Adding Value
Following –up Relationship Maintenance
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http://www.google.com/ig
http://www.google.com/reader
http://www.linkedin.com/
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Let the information come to you
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Spanish Economy◦ http://www.noticias.com/ , http://www.eleconomista.es/ , http://www.expansion.com/ , http://www.cincodias.com/,
http://customers-that-have-a-rss-feed-on-their-websites.com , http://www.elpais.com/economia/
News Blogs
◦ http://mikiblueeyes.com/, http://blog.guykawasaki.com , http://blog.aysoon.com , http://www.duperrin.com/, http://www.hervekabla.com/serendipity/, http://webilus.com/, http://www.noupe.com/icons/50-most-beautiful-icon-sets-created-in-2008.html, http://jmbellot.blogs.com/pro/, http://www.wikihow.com/Sell-More-Effectively-by-Asking-the-Right-Questions , http://diariodeunvendedor.blogspot.com/, http://www.latamtech.biz/index.php/2008/09/02/venta-consultiva-cuando-el-vendedor-se-convierte-en-asesor/?nucrss=1, http://www.cumpliendolacuota.com/, http://feeds.feedburner.com/3dPerspectives,
My network on linkedin See my Google Reader & subscribe
◦ Blogs: http://www.google.com/reader/shared/user/00797955098858512774/label/blogs &
http://www.google.com/reader/public/atom/user/00797955098858512774/label/blogs
◦ Spanish economy: http://www.google.com/reader/shared/user/00797955098858512774/label/ECO%20espagnole &
http://www.google.com/reader/public/atom/user/00797955098858512774/label/ECO%20espagnole
◦ Technology: http://www.google.com/reader/shared/user/00797955098858512774/label/Technologies &
http://www.google.com/reader/public/atom/user/00797955098858512774/label/Technologies
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I know
Join my network
I know
Do you know ?
What?
Why?How?
When?
Join my group
Who?
I know
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Create a plan.
Set goals for building your network.
Choose leaders and mentors and ask them for help.
Ask / Answer questions, open dialogues.
Be Honest, consistent, transparent, helpful, respectful, do not spam.
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http://www.linkedin.com/in/jeromecabanes
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http://www.linkedin.com/e/gis/1394087
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Corporate groups Alumni Groups Conference groups Networking groups Non-profit groups Professional groups …
Expand your network
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Use today’s technology
Find the right info with less efforts
Care about your Customers
Sell efficiently
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Videos ◦ in Spanish, detailed overview (12:25 min)
http://www.youtube.com/watch?v=OwWbvdllHVE◦ in Catalan, brief overview, bad quality (4:31 min)
http://www.youtube.com/watch?v=YeoCu3yGvew◦ In English, brief overview (4:33 min)
http://www.youtube.com/watch?v=NLlGopyXT_g ◦ Laugh or Cry? In English (Spanish subtitles)
http://www.youtube.com/watch?v=aD4XtZqJu-U http://www.youtube.com/watch?v=PY5hBd8_Q-E
◦ http://www.commoncraft.com/rss_plain_english ◦ http://www.youtube.com/watch?v=MpIOClX1jPE&eurl=http://www.commoncraft.com/blog-categories/socialmedia ◦ http://www.youtube.com/watch?v=VSPZ2Uu_X3Y&eurl=http://www.commoncraft.com/reader
Blogs◦ http://blog.guykawasaki.com , http://blog.aysoon.com , http://www.duperrin.com/, http://www.hervekabla.com/serendipity/,
http://webilus.com/, http://www.noupe.com/icons/50-most-beautiful-icon-sets-created-in-2008.html, http://jmbellot.blogs.com/pro/, http://www.wikihow.com/Sell-More-Effectively-by-Asking-the-Right-Questions , http://diariodeunvendedor.blogspot.com/, http://www.latamtech.biz/index.php/2008/09/02/venta-consultiva-cuando-el-vendedor-se-convierte-en-asesor/?nucrss=1, http://www.cumpliendolacuota.com/, http://www.readwriteweb.com/archives/ten_common_objections_to_socia.php,
Web sites◦ http://en.wikipedia.org/wiki/Web_2.0◦ http://www.internetworldstats.com/stats.htm◦ www.linkedin.com ◦ http://en.wikipedia.org/wiki/Google_Reader◦ http://en.wikipedia.org/wiki/RSS