Download ppt - Enterprise Social Technologies - Socially Facilitated Selling

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Mike Mike WiseWise

The Impact on The Impact on OrganizationsOrganizationsThe Impact on The Impact on OrganizationsOrganizations

IdentifyIdentifyIdentifyIdentify QualifyQualifyQualifyQualify DiscoverDiscoverDiscoverDiscover PresentPresentPresentPresent NegotiateNegotiateNegotiateNegotiate Close & Close & DeployDeploy

Close & Close & DeployDeploy

StartStart MiddleMiddle FinishFinish End EndStartStart MiddleMiddle FinishFinish End End

Define Define InitiativeInitiativeDefine Define

InitiativeInitiativeEvaluatesEvaluatesOptionsOptions

EvaluatesEvaluatesOptionsOptions

DetermineDetermine RequirementsRequirementsDetermineDetermine RequirementsRequirements

Select Select SolutionSolutionSelect Select

SolutionSolutionResolve Resolve IssuesIssues

Resolve Resolve IssuesIssues

Implement & Implement & Evaluate Evaluate SuccessSuccess


What the Salesperson What the Salesperson Does...Does...

What the Buyer What the Buyer Does...Does...

MIKEMIKEWISEWISEMIKEMIKEWISEWISE The Traditional The Traditional

Sales ProcessSales ProcessThe Traditional The Traditional Sales ProcessSales Process

IdentifyIdentifyIdentifyIdentify

QualifyQualifyQualifyQualify

DiscoverDiscoverDiscoverDiscover

PresentPresentPresentPresent NegotiateNegotiateNegotiateNegotiate



Define Define InitiativeInitiativeDefine Define

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DetermineDetermine RequirementsRequirementsDetermineDetermine RequirementsRequirements

Select Select SolutionSolutionSelect Select

SolutionSolution





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Tell all their Tell all their friendsfriends

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Monitor Monitor what is what is

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Research Research on the on the WebWeb

Research Research on the on the WebWeb

Research Research prospect prospect

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Research Research prospect prospect

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StartStart MiddleMiddle FinishFinish End EndStartStart MiddleMiddle FinishFinish End End

MIKEMIKEWISEWISEMIKEMIKEWISEWISE The Current Adventure The Current Adventure

in Salesin SalesThe Current Adventure The Current Adventure

in Salesin Sales





Poll their Poll their networknetwork

Poll their Poll their networknetwork

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ResearchResearch

MeasureMeasure

PlatformPlatformSocial Social ChaosChaosSocial Social ChaosChaos

MIKE WISEMIKE WISEMIKE WISEMIKE WISE

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1983

Compaq LTE - 1989Compaq LTE - 1989

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Solution - 1994

PalmPilot1996

Web 1.0

1991 - 2003

BlackBerry2002

iPhone2007

Web 2.02004 -

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New Strategic2004

New Solution2003

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2006

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The History The History of Sellingof Selling

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Web Properties

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MarketingMarketing

StrategyStrategy

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Technology Tools

Industry Expertise

Industry Expertise

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ConverseConverse

EngageEngage

AnalysisAnalysis ActionActionSocially Socially

FacilitatedFacilitated Selling™Selling™

Blueprint of a New Sales Blueprint of a New Sales ModelModel

Blueprint of a New Sales Blueprint of a New Sales ModelModel

New New

MeasurementsMeasurements

Website Website

conversionsconversions

Social connectionsSocial connections

Social conversionsSocial conversions

Social relevancySocial relevancy

Industry IQIndustry IQ

Industry influenceIndustry influence

New New

MeasurementsMeasurements

Website Website

conversionsconversions

Social connectionsSocial connections

Social conversionsSocial conversions

Social relevancySocial relevancy

Industry IQIndustry IQ

Industry influenceIndustry influence

MIKEMIKEWISEWISEMIKEMIKEWISEWISE

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Bringing Order to ChaosBringing Order to ChaosBringing Order to ChaosBringing Order to ChaosMIKE WISEMIKE WISEMIKE WISEMIKE WISE

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Antoine De Saint-ExuperyAntoine De Saint-Exupery

Building a River of Building a River of KnowledgeKnowledge

Building a River of Building a River of KnowledgeKnowledge

Learning to Learning to filter and filter and retrieve retrieve information will information will be one of the be one of the most important most important skills of the skills of the future... future...

Learning to Learning to filter and filter and retrieve retrieve information will information will be one of the be one of the most important most important skills of the skills of the future... future...

Funneling Information FlowFiltering!!!

45 Min

Funneling Information FlowFiltering!!!

45 Min


1.1.BlueprintBlueprint DevelopmentDevelopment2.2.Gap AnalysisGap Analysis3.3.MappingMapping4.4.StrategyStrategy

1.1.BlueprintBlueprint DevelopmentDevelopment2.2.Gap AnalysisGap Analysis3.3.MappingMapping4.4.StrategyStrategy
