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

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Overview

Praise for Sales 2.0

"As founder of Oracle's telephone sales group, Seley pioneered today's modern selling techniques."
—Marc Benioff, founder and CEO, salesforce.com

"Sales 2.0 is a major trend that is approaching a tipping point. Seley and Holloway have written the rare business strategy book that is immediately actionable. It's mandatory reading for sales professionals and business leaders alike."
—Geoffrey Moore, bestselling author of Crossing the Chasm and Dealing with Darwin, among other books

"Seley has been an innovator in maximizing the efficiency and effectiveness of sales organizations, from the introduction of telesales channels to Web 2.0 communities, and has dramatically improved the way business is done."
—Craig Conway, former CEO, PeopleSoft

"The authors have been at the forefront of creating and defining the Sales 2.0 phenomenon and show you how to make money and achieve exceptional ROI with this approach."
—John Luongo, former CEO, The Vantive Corporation

"No sales executive wakes up and says 'how do I reach more customers in a more expensive way?' Implementing strategies and technologies that allow you to be more competitive is the key to success. If you are concerned with the long-term success and viability of your organization and maintaining the pulse of your customer, you must read this book."
—Rudy Corsi, Senior Vice President, OracleDirect and Operations, Oracle Corporation

"As a former Sales 1.0 professional, I can vouch for the fact that Sales 2.0 works. Since adopting a Sales 2.0 approach to selling, I have achieved increases in quota attainment as well as predictability in sales forecasts."
—Stu Schmidt, Vice President, Solutions Sales, Cisco WebEx

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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
  • 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 designer of the company's revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth.

BRENT HOLLOWAY is a practicing sales manager with more than a decade of direct and channel sales experience at high-tech companies. He currently manages a sales team at Verint Systems that has dramatically increased incremental revenue, profit, and customer 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 Managing Leads.

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 Sales 2.0 Showcase.

14 Genius.com: An Emerging Sales 2.0 Pioneer.

15 Syneron: Visionary Sales Leadership in an Unexpected Industry.

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, and Compensation.

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

20 Sales 2.0 Technology: Selecting the Right Enabling Tools.

Afterword.

Sales 2.0 Resources.

Index.

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