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02/04/2010

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Chuck Dietrich

@gerhard - great article, bang on all 4 points. Another company to look closely at for your point #4 is Igloo Software - @igloosoftware. They are quickly emerging as a a leader in the collaborative community space. Pretty impressive organization that have a extremely impressive customer list.

Brett Clay

The answer to your title is a resounding, "Yes!" Companies must get on board with Sales 2.0, or they will not be competitive.

At the same time, companies and especially salespeople, must have a laser-beam focus on the value they are delivering. As you mention, if the Internet enables a self-service economy and buyers control the conversations, how do companies avoid their products becoming JADs (Just Another Commodity)?

They can do it in two ways:
1) by creating a culture of measurement and engaging marketers and product managers directly and collaboratively with customers (as you astutely recommend in your article)
2) by upgrading the skills of their human sales force to identify and deliver higher value

Here's an article that partly addresses these issues: http://bit.ly/aHGIYa

Chad Levitt

@gerhard: I would add HubSpot into the mix too. The company is one of the purest examples of Sales 2.0. The marketing and sales teams are completely tied to the hip and measured across every metric you can dream up. Every lead the sales rep engages is from inbound marketing and is not a cold call; the prospects actually want to have a conversation with you. It's smarketing at it's best. It's at scale and it's a competitive advantage. Great live case study on Sales 2.0 in action.

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