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 by Web 2.0 and next-generation technology. Sales 2.0 practices combine the science of process-driven operations with the art of collaborative relationships, using the most profitable and most expedient sales resources required to meet customers’ needs. This approach produces superior, predictable, repeatable business results, including increased revenue, decreased sales costs, and sustained competitive advantage.”

 

Stu Shmidt, VP of WebEx was interviewed by AllBusiness and was asked the same, “what is Sales 2.0?”

 

 

We are seeing a lot of successful sales teams get it right.

 

1st Define your go to market strategy by how your customers buy

2nd Define the Best Practices of your Sales Cycle

3rd Automate tactical steps where applicable with emerging technologies

4thDisintermediate when necessary – But don’t take the strategy out of your sale

 

This fourth point is particularly important because we have seen a precipitous drop in FORECASTED deals recently because sales people are getting too far removed from the decision-making process.

 

Companies don’t buy anything, people make purchases. Many times there are multiple-decision makers each with their own agenda. We need to know the pain points of these decision-makers and their personal agendas to build competitive preference for our solution.  Without this knowledge – we have no idea why our solution is better than the alternative or not doing anything at all. How can anyone accurately forecast a deal without this information?

 

Sales 2.0 is not a license to usher more opportunities through the funnel with less impact on them. Sales 2.0 is a vehicle to get the right message, to the right person, at the right time to facilitate our sales strategy.  

 

 

By the way – I highly recommend the book Sales 2.0. Here is what LinkedIn members are saying about it   LinkedIn Book Review – Sales 2.0 !

 

 

 

 

 

 

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