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« ABC’s of Sales Leadership | Main | What Is Sales 2.0 and Why Should You Care? Part II »

02/25/2010

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kenny madden

Very interesting but it fascinates me not one word about the buyer. As I have said sales 2.0 is simply awesome but remember it is a sales and marketing made up word.

The buyer couldn't care less what version of selling your using :) That is what 1 million IT technology buyers told me.

Larry Scott

I personally like the article as I think it articulates nicely what Sales 2.0 is, "Sales 2.0 is the use of better sales practices enabled by technology to improve speed, collaboration, accountability, and customer engagement."

That said, I also believe technology can not be what it is all about. After all, A Fool With a Tool, is Still a Fool!

In the Sales 2.0 world it is more important than ever to have a solid Process in place, one that can be measured, monitored, adjusted as required, and duplicated. Through the use of a Sales Process you are in control of the sale, versus being reactive to situation. The Process allow facilitates best practice sharing.

In today's world to effectively reach as many possible prospects as possible, you actually need to actually have two processes in place, a traditional sales process as well as a Social Media Sales Process. This permits to reach your potential clients in the manner in which they communicate and ultimately purchase.

Daisy. E. Isa

This sounds interesting. But how can this work in a place like africa where prospect data is scare, prospects do not collaborate, where logistics systems are not linked and most importantly people do not have data on what sells more and why.

Dave Brock

Gerhard, interesting article. I have so many reactions to the article, but I'll restrict myself to a couple.

1.There is no doubt that technology provides sales professionals tools that can enhance their productivity and effectiveness. However, too much of the Sales 2.0 discussion focuses on the technology itself, and not on the underlying changes in the way in which sales professionals must work. I fear the discussion about technology loses sight of a need for "thoughtfulness" in the way sales professionals approach the selling process and solving problems for their customers. It's important that we start the conversation there, then talk about how the technology supports the ability of the sales person to execute.

2. As a sales professional involved in selling technology for too many years, there's the old expression, Garbage In, Garbage Out. The tools and the ability to execute with speed just allows us to do lousy work at the speed of light. If we don't start with sound fundamentals, processes, etc. the tools just make the problem worse.

3. My strongest negative reaction to the article is the discussion about collaboration. I absolutely agree that collaboration is critical to success in sales in the future. But collaboration is not about web conferencing, Teleprecense, and eliminatingtravel. It's about engaging people in our companies, our partners, and our customers differently. It's about aligning goals and objectives, and working to achieve those goals. Hansen makes this clear in his book. Coincidentally, I wrote about it yestereday in http://partnersinexcellenceblog.com/collaboration-is-more-than-a-web-conference/

The Sales 2.0 discussion is a critical discussion for all sales professionals. We need to change the way we work and interact with our customers. We need to leverage tools that improve the quality of whate we do, the speed at which we execute, and the effectiveness of how we execute. The technology must follow, not drive the principles.

Thanks for putting a stake in the ground, it's great to stimulate the discussion.

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