Gerhard Gschwandtner's Keynote for Sales 2.0 Conference in SF March 8 - 9, 2010 at the Four Seasons Hotel

3. Conference Attendees

4. The 1.0 Economy

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

14. Multiple revolutions

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

34. Customer Engagement

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