Synopses & Reviews
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.
Sales 2.0explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how to get started with this new approach to generating revenue. Driven by an explosion of online products that improve the sales process as well as changing customer buying preferences, Sales 2.0 is the marriage of next-generation and Web 2.0 technologies with innovative sales processes. Sales 2.0is an actionable strategy book about rethinking your sales force deployment for a much greater impact across the entire sales organization, resulting in more customers and better bottom line results. Sales 2.0 is a hot new topic in Silicon Valley today that is applicable to just about any company in any industry. Traditional selling (Sales 1.0) teaches sellers: to dictate the sales process, to control the information flow to buyers, to sell “solutions”, to become activity-driven, and that technology is a burden. Sales 2.0 (Innovative Selling) throws these beliefs out the window and instead teaches sellers: to help the prospect buy, to encourage buyers to educate themselves before coming to you, to help customers succeed and produce measurable business results, to make your methods customer-tested and process-driven, and to accept that technology enhances prospect engagement and makes sales reps more effective.
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
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.
About 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.
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 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.
Sales 2.0 Resources.