Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
- ISBN13: 9780470373750
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Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today…. More >>
Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
Tagged with: Business • Improve • Innovative • Practices • Results • Sales • Technology • Using
I just read Sales 2.0 from cover to cover. This is a must read for sales professionals who want to accelerate sales and create more satisfied customers. The biggest takeaway is that what we learned about selling just nine months ago is already obsolete. In this tough economy we need to exploit technology more aggressively than ever before to gain a significant competitive advantage. There are over 1,000 Sales 2.0 tools on the market that can help you work a lot smarter. Reading this book will make you realize that the future has already arrived, but it is not evenly distributed. Sales 2.0 will help you leap ahead of your competition. If you apply the lessons contained in this book, you can recession proof your business. Don’t just sit there, staring at the screen. Buy this book and close more sales faster, better and lower your cost of sales.
Sales is changing—– for the better. This book walks you through the evolution sales has undergone and helps you understand what to expect in this rapidly changing landscape. Brent and Anneke are perfect authors because they live and breathe this everyday. Their content is fresh, their ideas and recommendations are invaluable and their research is worth the price of the book. Great job!
Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
When you read “Sales 2.0″ by Anneke Seley and Brent Holloway you will leap-frog 98% of your sales and sales management peers. Why? Because our business prospects and customers have changed how they buy – but we have NOT changed how we sell. And because there are new inexpensive technologies and new Sales 2.0 thinking that leverages these lower cost channels to increase relationship building and sales productivity.
“Sales 2.0″ is not about technology, and it was not written by a company pushing a product or service. “Sales 2.0″ includes real-world pragmatic research and business case studies that showcase new Sales 2.0 strategy, process, people and technology that deliver measurable improvements in our relationships and revenue.
Forget for a minute that Sales 2.0 thinking will reduce your cost of sales. It is about much more than that. Scott Santucci, top “sales enablement” dog at Forrester Research, said it best. “Business-to-business selling is on the cusp of a cataclysmic shift in technology-enabled sales productivity”. Anneke’s book is significant because she is the first to take the Sales 2.0 lessons learned at industry leaders such as Oracle, Webex and others and combine them with the changes in how we use the internet (Web 2.0).
Over the next few years the changes in sales practices and technology and the impact on sales performance will be huge. Buy this book and catch up. Then start reading the blogs. There is going to be a lot of discussion and debate on the practical application of this technology especially in small and medium size companies.
Buy this book and catch up. Then start reading the blogs. There is going to be a lot of discussion and debate on the practical application of this technology especially in small and medium size companies.
Happy Hunting,
Brock Butler, Principal
MoreDemand LLC
I disagree with most of the other reviewers in that I didn’t find this book very good at all.
I stared to read the book hoping to find practical tips or valuable concepts on sales applicable in this new electronic age. I got very little of value.
Firstly, the whole concept of 2.0 used in this book as nothing more than a synonym for new. They might as well have called it New Sales, but probably wanting to sound trendy opted for 2.0 instead. The term 2.0 is overused as it is. Also, I conceive of it as at least related to user generated content or user interaction, something not referred to in the book.
Secondly, the sales 1.0 as presented in the book is a straw man. If we are to believe the authors of this book, sales before they came along consisted of people dropping by random companies to talk to random people in an attempt to sell them something. By contrast, the authors explain sales 2.0 involves innovative practices such as actually figuring out who to talk to. And then monitoring what works and what doesn’t. Novel concepts indeed! I don’t have a lot of sales experience, but I’m sure sales wasn’t as primitive as the authors suggest.
Thirdly, the book contains very little practical advice at all.
Fourthly, the entire book presents a view on sales derived from very few cases, mainly Oracle. They present the theory and then illustrate the theory with examples from the cases, the same cases, over and over. The book would have worked a lot better if they would have described the Oracle case in detail and deduced theory from that, instead of the other way around.
Overall, very disappointing.
I just finished reading Sales 2.0 and I’d recommend it to anyone looking to take sales to the next level. The authors make a clear and well-written case for shedding the old sales techniques that date back to the 1890’s and for adopting a new sales strategy, Sales 2.0.
This book talks about Sales 2.0 in comparison to Sales 1.0 which is basically the typical model of face-to-face selling with glitzy sales presentations to board rooms of people. Sales 2.0, in contrast, uses telesales and the web to facilitate the selling process–essentially an inside sales operation.
Looking at three companies, including Oracle, the authors show what has to be done to organize and introduce a Sales 2.0 strategy. They discuss overcoming field sales resistance as well as slow integration into the company culture and the alignment of sales and marketing. The three companies illustrated in the book showed surprising success with the new techniques.
This book is a must read for any sales rep who wants to shorten the sales cycle using Sales 2.0 techniques and for any company wishing to make sales a more efficient and effective operation.