Social Lead Generation

By now, most forward-thinking sales and marketing organizations are taking full advantage of enablement tools that provide real competitive advantage in their space. The B2B model is rather well defined with the core engine of CRM housing customer / prospect data, an e-mail aggregator pushing compelling messaging to drive traffic to the corporate website, then [...]

My shot at Implementing Sales 2.0

I have been asked to attend a Six Sigma Event around the new Oracle On Demand CRM we are implementing at my company. We aren’t going live until the fall (if then) but my company seems to be doing the right thing by actually inviting sales to the table for the scoping process. As many [...]

The New Untouchables

Thomas Friedman of the New York Times writes a very insightful column about the new untouchables in American Business. As unemployment soars around 10% and damned good sales people are looking for jobs – I found this quote to be quite prophetic, “In a world in which more and more average work can be done [...]

A Brave New World: Responding to Shifts in the Selling/Buying Model

Last week, The Complex Sale, Pedowitz Group, Eloqua, and Oracle hosted a luncheon designed to brief sales and marketing executives on how their worlds were changing.  It was a great turn out with even better insight into how buyers are changing their habits. At no time in history has Sales and Marketing seen as radical [...]

Guest Blogger: Brent Holloway, Author of Sales 2.0

Measurements and Morale Brent Holloway is a Sales Manager at Verint Systems and Co-Author of Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology When it comes to sales management, opinions about what you should measure and how often should you measure them will vary, but generally I believe that companies should perform [...]

The Three Minute Rule

  Complex Selling used to be about the three foot rule; meaning that you needed to be within three feet of your prospect to influence their buying decision. (Face to Face) Today, with Sales 2.0 technology empowering the buyer with information they need to make a buying decision, we might need the three minute rule. [...]

Digital Body Language / Lead Generation for the Complex Sale

  An amazing book has been written by fine folks at Eloqua and a follow up White Paper that you can download here called Digital Body Language. The premise is that by using Eloqua’s tracking capabilities, sellers can now know when their prospects hit their website, what pages they go to, and how often they [...]

Demand Creation for The Complex Sale (2.0)

Demand Creation in a Complex Sale 2.0 world can be summed up in one word: touches. We don’t know how our prospects want to be communicated with so we cast as wide of a net as possible. We also don’t know what message will resonate so we offer many. We don’t know when our prospects [...]

Sales 2.0

I recently read Anneke Seeley and Brent Holloway’s new book Sales 2.0 – because just like many of you – I am fascinated by the topic.  Here is how the authors define the term:   “Sales 2.0 is the use of innovative sales practices, focused on creating value for both buyer and seller and enabled [...]