Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology / Edition 1

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Overview

The high-tech revolution that brought us the Internet and onlinecommunication has changed the way people talk to each other and howthey buy the products they need. But it hasn't led to a revolutionin sales strategies. Despite the explosion of online products andchanging customer buying habits, the sales profession still lacksan innovative set of sales practices that really work in the newreality.

Enter Sales 2.0, a newer, better way to identify and communicatewith today's customers. It's the art of sales with updated bestpractices for predictable, measurable selling in today's onlineworld. It's not just about using new technology to sell. It's aboutwhat works best in concert with Web 2.0—customer-centric salesprocesses, strong relationships, and the strategic allocation ofsales resources for maximum profitability.

In Sales 2.0, authors Seley and Holloway demystify the emergingSales 2.0 trend and provide a framework that business leaders andsales professionals can use to implement it in their organizations.They explain why traditional sales tactics no longer work and whyyou should change the way you sell. They explore Sales 2.0 inpractice and showcase four industry-leading companies currentlyusing Sales 2.0 successfully and profitably. They show you how toalign your sales resources with customer opportunities to createbetter sales force deployment and territory coverage. That meanssegmenting your sales process steps, customers, and opportunitiesand using the most profitable sales channel or communication mediumto engage more buyers.

Ideal for sales teams in any industry, Sales 2.0 finally marriesWeb 2.0 technologies with the innovative sales practices thosetechnologies enable, resulting in improved sales productivity andresults. The business of sales is changing; whether your businesschanges with it will determine your long-term success. Sales 2.0 isthe next step in the evolution of sales.

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Product Details

  • ISBN-13: 9780470373750
  • Publisher: Wiley
  • Publication date: 12/15/2008
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 256
  • Sales rank: 1,307,799
  • Product dimensions: 6.30 (w) x 9.10 (h) x 1.00 (d)

Meet the Author

ANNEKE SELEY was the twelfth employee at Oracle and the designerof the company's revolutionary inside sales operation. She iscurrently the CEO and founder of Phone Works, a consultancy thathelps large and small businesses build and restructure sales teamsto achieve predictable, measurable, and sustainable salesgrowth.

BRENT HOLLOWAY is a practicing sales manager with more than adecade of direct and channel sales experience at high-techcompanies. He currently manages a sales team at Verint Systems thathas dramatically increased incremental revenue, profit, andcustomer retention.

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Table of Contents

Acknowledgments.

Preface.

Foreword by Geoffrey Moore.

PART 1 SELLING IN THE TWENTY-FIRST CENTURY.

1 What is Sales 2.0?

2 Why is Sales 2.0 Imperative for Your Business?

3 Sales 1.0 to Sales 2.0: Changing Mindset.

4 Sales 2.0 Results and Rewards.

5 Seven Misperceptions about Sales 2.0.

6 Eight Sales 2.0 Imperatives.

7 R U Sales 2.0? A Checklist.

PART 2 YOUR ENTRY INTO SALES 2.0.

8 What is Inside Sales?

9 Sales Development: Generating, Qualifying, and ManagingLeads.

10 Telesales: Selling by Telephone and Web.

11 The Benefits of Inside Sales.

PART 3 PROFILES OF FOUR SALES 2.0 LEADERS.

12 Oracle Corporation: The Original Sales 2.0 Company.

13 WebEx Communications: Software-as-a-Service Leader and Sales2.0 Showcase.

14 Genius.com: An Emerging Sales 2.0 Pioneer.

15 Syneron: Visionary Sales Leadership in an UnexpectedIndustry.

PART 4 GETTING STARTED WITH SALES 2.0.

16 Your Sales 2.0 Plan: Making a Transition.

17 Sales 2.0 Strategy: Realigning Your Sales Organization.

18 Sales 2.0 People: Assessing Staffing, Training, andCompensation.

19 Sales 2.0 Process: Defining and Measuring YourCustomer-Centric Sales Steps.

20 Sales 2.0 Technology: Selecting the Right Enabling Tools.

Afterword.

Sales 2.0 Resources.

Index.

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