Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology / Edition 1by Anneke Seley, Brent Holloway
The high-tech revolution that brought us the Internet and online communication has changed the way people talk to each other and how they buy the products they need. But it hasn't led to a revolution in sales strategies. Despite the explosion of online products and changing customer buying habits, the sales profession still lacks an innovative set of sales… See more details below
The high-tech revolution that brought us the Internet and online communication has changed the way people talk to each other and how they buy the products they need. But it hasn't led to a revolution in sales strategies. Despite the explosion of online products and changing customer buying habits, the sales profession still lacks an innovative set of sales practices that really work in the new reality.
Enter Sales 2.0, a newer, better way to identify and communicate with today's customers. It's the art of sales with updated best practices for predictable, measurable selling in today's online world. It's not just about using new technology to sell. It's about what works best in concert with Web 2.0customer-centric sales processes, strong relationships, and the strategic allocation of sales resources for maximum profitability.
In Sales 2.0, authors Seley and Holloway demystify the emerging Sales 2.0 trend and provide a framework that business leaders and sales professionals can use to implement it in their organizations. They explain why traditional sales tactics no longer work and why you should change the way you sell. They explore Sales 2.0 in practice and showcase four industry-leading companies currently using Sales 2.0 successfully and profitably. They show you how to align your sales resources with customer opportunities to create better sales force deployment and territory coverage. That means segmenting your sales process steps, customers, and opportunities and using the most profitable sales channel or communication medium to engage more buyers.
Ideal for sales teams in any industry, Sales 2.0 finally marries Web 2.0 technologies with the innovative sales practices those technologies enable, resulting in improved sales productivity and results. The business of sales is changing; whether your business changes with it will determine your long-term success. Sales 2.0 is the next step in the evolution of sales.
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- 6.30(w) x 9.10(h) x 1.00(d)
Table of Contents
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.
Sales 2.0 Resources.
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