web2.0 for sales people
Post on 11-Nov-2014
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How to take advantage of the web today
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?
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!
No prospect want to purchase my solutions !
I must sell to anybody, at any
cost and…
What is Web 2.0?
What is different from Web 1.0?
How can it help me?
Evolution of the Sales Process
Useful tools?
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
http://www.google.com/ig
http://www.google.com/reader
http://www.linkedin.com/
Let the information come to you
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
I know
Join my network
I know
Do you know ?
What?
Why?How?
When?
Join my group
Who?
I know
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.
http://www.linkedin.com/in/jeromecabanes
http://www.linkedin.com/e/gis/1394087
Corporate groups Alumni Groups Conference groups Networking groups Non-profit groups Professional groups …
Expand your network
Use today’s technology
Find the right info with less efforts
Care about your Customers
Sell efficiently
Jerome.cabanes@gmail.com
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
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