Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
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Product Description
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.
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This is a must read for anyone in (or aspiring to) sales management, from the front line manager to those developing channel strategies. This is a peak at the future of sales. There are numerous innovative ideas on the people, processes, and tools necessary to achieve extraordinary results. Best if all, the book is well-written and concise, perfect for that long plane ride to your next big sales meeting.
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Makes the sales process of the future seem so common-sensical. Good explanation on why the world has been plunged into 2.o land. Easy read for both salespeople and sales idiots. Clearly any company that wants to succeed in this changing and challenging economy will need to follow the principles set forth in this book. The Afterward is particularly good, as well.
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Thanks to the authors for explaining the coming Sales 2.0 revolution. The book is a must read for marketing executives as well as business owners and of course sales executives and sales management.
It’s becoming pretty clear that the sales profession is finally changing (a long overdue overhaul) and the authors lay the framework for how the NEW WAY OF SELLING will look.
If you’re a professional sales or marketing person, you should read this book!
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As a 25 year sales professional, I was simply amazed at the new wave of sales and sales management techniques outlined in this book. It all makes sense and I can see how productivity (and profitability) can be enhanced by large measure compared to my rather “dinosaur” sales 1.0 experience. Seley and Holloway also present their ideas in an extremely practical manner and show you step-by-step how to implement them. Every company selling any product today will benefit greatly from these 2.0 sales practices. I loved the book and recommend it highly to all sales professionals who want to learn about how to change and adapt in the new on-line sales 2.0 world!
Nora Holloway
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I highly enjoyed reading this book. Once you start, you don’t want to stop. It is well-written and a treasure trove for real-world pragmatic examples and new ideas.
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Sales 2.0 is an indicator as to the growing interest in modernizing the customer acquisition process. The books arrival demonstrates that there is an audience for the best practices in this emerging field. Brent and Anneke have made a valuable contribution to our profession.
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I thought this book was awesome.I used to own my own Call Center and was a former Past President of the American Teleservices Assn trade organization , so the “next generation” description is what I used to dream about in the old days.
Great to see in one publication the history and transformation that is so critical in today’s world.
A magnificent job of painting the picture and I especially liked the 1.0 vs 2.0 comparisons.
A “textbook” textbook that should be the definitive source for smart sales and marketing teams.
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This is a must read for anyone in an executive level in sales and marketing. Anneke and Brent provide concrete examples of how companies today to rethink and refocus their sales and marketing strategies. The authors provide real life examples of how companies can increase their sales revenues and decrease their overall sales and marketing costs. This book gets right to the point of what companies need to be thinking about today. Anneke and Brent have the real life experience to prove their points!
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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.
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Having rolled-out the first Oracle web site in the 90′s, in a (very successful) effort to increase the penetration of the Oracle database in the mid-market, I had the opportunity to work very closely with Oracle’s inside sales organization. I later took advantage of this experience to design Siebel’s enterprise CRM software, which gave me the privilege to work with some of the most talented companies on the planet. Companies trying to build great sales organizations and striving to integrate successfully the multiple channels of customer communications!
I certainly wish that Anneke Sele’s book had been available at the time as it very clearly and realistically explains and underscores how successful sales organizations need to use contemporary technology, and be displined in codifying and measuring meaningful processes and outcomes from prospect inquiry to customer close. Anneke’s emphasis on a common lead framework between sales and marketing is right on! Don’t wait to implement a low-latency sales cycle: Implement Sales 2.0 now.
Laurent Pacalin
CMO at FICO