Comments on: The Wrong Definition of Sales 2.0 http://newsaleseconomy.com/the-wrong-definition-of-sales-20 Sales 2.0. Social Media. Sell More. Thu, 29 Jul 2010 22:50:37 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Chad Levitt http://newsaleseconomy.com/the-wrong-definition-of-sales-20/comment-page-1#comment-2578 Chad Levitt Fri, 20 Nov 2009 03:27:59 +0000 http://newsaleseconomy.com/?p=1313#comment-2578 @Al: Nice point Al -- sales 2.0 is not about adding processes for the hell of it. The process is defined through sales benchmarking and metrics -- it is dynamic and evolves over time. Most organizations do not even have a defined sales process they follow -- this has been proven in many studies to lead to lagging sales results. There will always be an art to the sale but if you have the art perfected adding in some science will make you even more effective. @Al: Nice point Al — sales 2.0 is not about adding processes for the hell of it. The process is defined through sales benchmarking and metrics — it is dynamic and evolves over time. Most organizations do not even have a defined sales process they follow — this has been proven in many studies to lead to lagging sales results.

There will always be an art to the sale but if you have the art perfected adding in some science will make you even more effective.

]]> By: Chad Levitt http://newsaleseconomy.com/the-wrong-definition-of-sales-20/comment-page-1#comment-2577 Chad Levitt Fri, 20 Nov 2009 03:24:49 +0000 http://newsaleseconomy.com/?p=1313#comment-2577 @Melissa: I have to disagree with you here -- sales 2.0 reinvents MANY aspects of the sales process. Sales 2.0 can be viewed as a catch all phrase but when drilled down into sales 2.0 principles enable more effective selling at every stage of the sales cycle. Look at the rise of social selling and prospecting. The prevalence of information available to sales reps about prospects on social networks like Linkedin and Twitter can make getting into accounts easier. This information is even being made more actionable by being served to the rep in their CRM application. No need to surf and scour the web -- it is all brought to you through social search. The list goes on and on how sales 2.0 enables more effective selling. @Melissa: I have to disagree with you here — sales 2.0 reinvents MANY aspects of the sales process. Sales 2.0 can be viewed as a catch all phrase but when drilled down into sales 2.0 principles enable more effective selling at every stage of the sales cycle.

Look at the rise of social selling and prospecting. The prevalence of information available to sales reps about prospects on social networks like Linkedin and Twitter can make getting into accounts easier. This information is even being made more actionable by being served to the rep in their CRM application. No need to surf and scour the web — it is all brought to you through social search.

The list goes on and on how sales 2.0 enables more effective selling.

]]> By: Chad Levitt http://newsaleseconomy.com/the-wrong-definition-of-sales-20/comment-page-1#comment-2576 Chad Levitt Fri, 20 Nov 2009 03:18:17 +0000 http://newsaleseconomy.com/?p=1313#comment-2576 @Sandy: Sales 2.0 technology and tools should only be rolled out to the salesforce once the organization has defined their sales process. That way the sales rep will have both the process and the tools to help them achieve and exceed quota. When a defined sales process is followed consistently it has been proven in many studies to lead to superior sales performance. @Sandy: Sales 2.0 technology and tools should only be rolled out to the salesforce once the organization has defined their sales process. That way the sales rep will have both the process and the tools to help them achieve and exceed quota. When a defined sales process is followed consistently it has been proven in many studies to lead to superior sales performance.

]]> By: Al http://newsaleseconomy.com/the-wrong-definition-of-sales-20/comment-page-1#comment-2575 Al Fri, 20 Nov 2009 02:40:26 +0000 http://newsaleseconomy.com/?p=1313#comment-2575 Melissa, Web 2.0 is merely a description of the post bubble Internet world that has become more social. I don't think Sales 2.0 is about added process but the combination and evolution of web 2.0 and sales 2.0. Sales 2.0 to me, is about using data to focus energy rather than your gut. It should not be thought of as an added layer of process since you sales information needs entered or written some place. Melissa, Web 2.0 is merely a description of the post bubble Internet world that has become more social. I don’t think Sales 2.0 is about added process but the combination and evolution of web 2.0 and sales 2.0. Sales 2.0 to me, is about using data to focus energy rather than your gut. It should not be thought of as an added layer of process since you sales information needs entered or written some place.

]]> By: Melissa Paulik http://newsaleseconomy.com/the-wrong-definition-of-sales-20/comment-page-1#comment-2450 Melissa Paulik Mon, 05 Oct 2009 20:43:12 +0000 http://newsaleseconomy.com/?p=1313#comment-2450 I always presumed the term sales 2.0 to be a spin-off of web 2.0. However, I see more marketers of contact management systems use the term to refer to their tools. If their tools can help the sales person leverage the web in a way that is more than just delivering the tool in a SaaS model, then I am all for including them in the definition. To me, sales 2.0 doesn't reinvent anything. We all know how important networking is to a sales career. It used to be the guy with the biggest Rolodex who seemed to have all the opportunities. Now, with some focused effort, a sales person can develop the same kind of market credibility and connectedness that used to take decades. Melissa I always presumed the term sales 2.0 to be a spin-off of web 2.0. However, I see more marketers of contact management systems use the term to refer to their tools. If their tools can help the sales person leverage the web in a way that is more than just delivering the tool in a SaaS model, then I am all for including them in the definition.

To me, sales 2.0 doesn’t reinvent anything. We all know how important networking is to a sales career. It used to be the guy with the biggest Rolodex who seemed to have all the opportunities. Now, with some focused effort, a sales person can develop the same kind of market credibility and connectedness that used to take decades.

Melissa

]]> By: Sandy Lewis http://newsaleseconomy.com/the-wrong-definition-of-sales-20/comment-page-1#comment-2448 Sandy Lewis Mon, 05 Oct 2009 12:41:36 +0000 http://newsaleseconomy.com/?p=1313#comment-2448 The challenge here is twofold: keep the "process and tools" overlay from being gratuitious (which, in working with many different companies, is what I see most often) and neutralizing bad past experiences the sales team had with earlier process/tools. The fact stoves replaced open fire didn't make people better cooks and email didn't make people better communicators. The effort in sales 2.0 needs to focus on the reality-based integration of new tools, not merely the addition of them. The challenge here is twofold: keep the “process and tools” overlay from being gratuitious (which, in working with many different companies, is what I see most often) and neutralizing bad past experiences the sales team had with earlier process/tools. The fact stoves replaced open fire didn’t make people better cooks and email didn’t make people better communicators. The effort in sales 2.0 needs to focus on the reality-based integration of new tools, not merely the addition of them.

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