Jeff Ernest (@jeffernst) from thesalesenabler.com wrote “Sales 2.0″ term still not used or recognized by sales leaders on May 19, 2009:
“[...] when a speaker asked a room full of sales and marketing folks “Who’s heard of the term Sales 2.0?” About 25% of the hands went up, almost entirely vendors. My take on the reason for this is that the definitions of Sales 2.0 that the vendors are bandying about are too focused on the usage of Web 2.0 tools by sales reps…namely social networks, blogs, wikis, etc. I’ve got a very different definition of Sales 2.0, and it starts with the buyer…
Because of all of the social media resources available to buyers today on the web, power has shifted from sellers to buyers. No one can deny that buyers today are much better educated about a seller’s offerings long before they talk with a sales rep.
Sales 2.0 is all about how the changing buying process requires changes in how companies sell. Buyers get frustrated if sales people are giving them the same general information they already have. They are demanding that sellers add much more value, by giving them information that’s tailored to their unique needs, at the exact time they need it.
Once we stop talking about Sales 2.0 as Web 2.0 tools for sales reps, and start recognizing it as a fundamentally different way to sell, it will become more relevant to and recognized by sales and marketing practitioners.
In a Sales 2.0 world, sales reps need to be better prepared than ever. What are you doing to prepare your reps?”
“Why re-creating content again and again? Why ending up with multiple versions of the same content across your enterprise? There’s a way to create a sustainable content base for your enterprise. BizSphere content re-use and single sourcing technologies allow you to plan and execute your content production in an organized way enabling content consumers to auto-generate the documents they need, when they need it – instantly and on-the-fly.”
This goes well beyond slides libraries! Basically brings it to the next level by breaking up slides into what they call ‘content nuggets’ and using web 3.0 concepts to auto-generate customized files out of a mind-bobbling number of possible combinations. Saves real dollars / time normally spent on designing PowerPoint or other doc types. No more outsourcing to graphics agencies. Just pick the template and hit “generate”. The result will be polished and include cross-selling opportunities and case studies from the chosen country…
See http://www.enableyoursales.com/en/solution/documentgeneration/ for more information.
www.vaztinc.com/blog/ published the post Six issues that content and inbound marketing technology fails to address on Wednesday, April 15th, 2009:
“[...] Generic content does not work anymore, you need to address each stakeholder, if you are selling to a CIO, CFO, HR, you need specific content to address their business requirements.”
Sales 2.0 Technology – Real Opportunity or Sales SOS? March 21, 2009 by Darren Cunningham, Director of Product Marketing at LucidEra [Links added by the author of this blog].
“[...] make my sales team more effective, not just efficient?
According to a recent IDC study (Don’t Understand Sales Enablement? You’re Not Alone!, 2009) 57% of customers feel that sales reps are not sufficiently prepared about the solution they offer, the country they are in and the industry the customer is working in. Therefore, by providing the seller with the latest and most specific content and experts within the organisation can help him prepare faster and better before his/her pitch.
Cross-Referencing the own offering portfolio (this product can be sold with this service, logistics say that this product is often shipped together with that product, etc) can enable upselling as well.”
Ten Ways Twitter has Completely Changed the Sales Process by Pat Kitano (@pkitano) on May 21st, 2009:
Pre-Twitter [or lets say Pre-Sales 2.0] Post-Twitter [or lets say with Sales 2.0] Sales opportunities run through channels and pipelines Sales opportunities also arise out of cloud, provider and client find each other via “shared business interest” Sales happen closer to where the sales force is physically based Sales can happen virtually anywhere with priority based upon size of opportunity Relationships and networks facilitate execution Sure, relationships matter, but older networks usually don’t facilitate new opportunities. Twitter builds new networks quickly via search, target and network Referral-based networking systems conducive to building business connections Sure, referrals work, but credible online reputation will now serve as a “self-reference” Scheduling conference call three weeks in advance (frankly, I always thought this was arrogant) Instantaneous, and serendipitous conversations happen Hard to get noticed by decision makers Retweet decision maker, compliment, and comment. Easy to start a conversation. Dealing with the “gatekeeper” Twitter facilitates direct communication between relevant parties Sales calls limited from 9 to 5 On Twitter, business conversations can happen any time (if one so chooses), because Twitterers are generally on 24-by-7 Closing requires face-to-face Twitter, social media and the recession facilitates closing by most economical means possible Tedious sales support based on phone tree systems and locating the right resources Twitter begins to replace the phone system with new support and CRM tools (note Salesforce is integrating Twitter)
Mike Damphousse from damphousse.org interviewed Anneke Seley from Phoneworks and author of the book Sales 2.0, May 2009:
“[...] What do you think smart sales and marketing execs should do to maximize both inbound and outbound activity?
Anneke: In an ideal world, marketing campaigns engage every qualified customer and sales reps just have to respond to incoming inquiries. But not all customers respond to these kinds of “direct response” marketing campaigns. Sometimes a highly-personalized phone and Web contact strategy -often called “Prospecting 2.0” or “Cold Calling 2.0” – yields the best results. As mentioned in my book, salesforce.com discovered this in 2003 when the company started a concerted effort to sell to large companies and traditional demand generation marketing wasn’t reaching target accounts. In innovative, Sales 2.0 companies, sales and marketing execs work together to design and execute different kinds of programs to reach different kinds of audiences. This is part of the Sales 2.0 philosophy to “sell in the way your customer wants to buy” (or engage).
Mike: You just mentioned that the union of selling and marketing is greater every day. What would you tell a marketing exec if they asked why they should be at Sales 2.0?
Anneke: It’s getting harder to discern where marketing ends and sales begins. In Sales 2.0, marketing’s role is no longer limited to filling the pipeline with leads; marketing is now essential in nurturing leads and keeping prospects and customers engaged even after they interact with sales. If you are a marketing exec, spend a day hanging out with us sales “guys” at the Sales 2.0 conference to learn our language and feel our pain! (This reminds me of a male colleague who reads Cosmopolitan magazine to better understand women.) By the way, it must be said that sales and marketing cooperation works best in companies in which sales and marketing execs share performance metrics, supported by incentive compensation, so CEO’s should come too!
Mike: Do you see sales people as Hunters or Gatherers in a 2.0 world?
Anneke: Both. But in Sales 2.0 companies, sales people are usually one or the other (new business reps or reps who look after customer accounts). And we usually refer to Gatherers as “Farmers”. [...]“
Yesterday (May 9, 2009), I spoke to someone who said he doesn’t care about this new thing called ‘Twitter’ and he doesn’t want to take the time to find out what it is. I’m going to let Karl Goldfield from http://salesblog.karlgoldfield.com speak. I found his rant from July 19, 2008 via Seamus Whittington Crawford’s post from Sunday, May 10, 2009:
“In this post, Karl goes on a rant about technology and sales training. Here is my favorite part of his (unedited) challenge to sales trainers:
If you are not tweeting your blog posts and sending newsletters to keep your mind trust strong in the frontal lobe of your prospects and customers; if you are not joining groups and connecting on Linked In or E-cademy, Facebook or Plaxo; if you are not using Jigsaw or Salesconx to find your the top level prospects; if you do not set up google alerts and research news aggregators for trigger events; if you do not use Genius or Leadlander, then Landslide or another Process driven tool to manage your lead cultivation, what on earth are you doing?
[...] if you are not using VOIP and SAAS, or this whole paragraph is in a new language, get off the soap box and go back to the classroom. It is time to learn a new game, then teach others. Go, now, get moving!
I love it! Karl is absolutely right. Sales trainers who procrastinate, waiting for their clients to drag them into the Sales 2.0 era are going to lose any competitive edge they might currently have. Sales trainers need to understand, embrace, and integrate sales-enablement and learning technologies into their IP (intellectual property) and the delivery of their IP.
I’ve been blogging here and on my blog about the new relationship between technology and sales effectiveness. I speak with sales trainers every day. Too many tell me that they don’t get involved with technology for any number of reasons. Most of them aren’t explanations, they’re excuses.
Sales trainers: Do you want to be considered a leader by your clients and the sales training industry? Join the companies that are already there. Prove, with auditable performance metrics, that your approach, process, tools, content, etc., either integrating with, or leveraging, relevant Sales 2.0/Web 2.0 technology, enables your clients to achieve their sales performance goals and objectives, whether that be more sales, higher contract values, shorter selling cycles, or all three. [...]“
“[...] A group of about 30 sales, sales ops and marketing leaders discussed their challenges in most effectively enabling sales and getting “the word” out to sales team without propagating billions of emails and creating random chaos. All of this while the rep really only cares if he is a hero or a zero this quarter.
[...] there are lots of good sales communications methodologies. What makes them suck or not is not the methodology in itself, but whether it was executed well. [...]
So, what does it take to execute a sales communication strategy?
- leadership – the whole leadership team must be bought in and singing the same song every quarter
- technology - in order to scale well and not slaughter the rep, a good tool must exist
- metrics – a closed loop that tells the content creators what’s good and what blows. (some of this is qualitative, some of it quantitative)
I think so many “corporate types” kill themselves over developing a killer strategy, only to put it on the shelf when the end of the quarter rally comes along. Leadership is by far the killer success factor here – focus on that, and you may have a chance to pull things off.
Another hot topic (for another night) was how to leverage social media tools for sales enablement. [...]“