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"Here are several tips for building and managing a buyer-centric sales process."
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Teach your prospects. Give them something unexpected. Help them do their jobs, or lead their lives, easier, better, faster. Become a trusted source of information not about what you’re selling, but the outcome it enables and represents
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The right buyers want what you’re selling. They want to remain in control. They will make decisions based on their own criteria, not yours
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"Came across this wonderful preso on Social CRM that highlights importance of Social CRM and talks about experiences gained from being an early adopter in this area. I like slide 34 and 35 that focuses on pitfalls and success."
Sales 2.0, then, is an approach to selling that leverages Web 2.0 technologies (which enable user-generated content and collaboration) to build long-term, engaging relationships with prospects and customers while driving sales process efficiencies.
"I believe that Sales 2.0 is the addition of new processes and tools layered on top of traditional sales principles that when combined can enable more effective selling. Sales 2.0 is like combining the art and science of sales together for a synergistic effect — one component is not nearly as explosive without the other."
"From my perspective, Sales 2.0 is not about technology. It’s about improving the capabilities of the seller and the organization behind the seller. Technology is just one of the components of improved sales productivity. The primary component is improved processes. With a healthy focus on what works and what needs improving in the sales organization, executives can identify the processes that must be improved. Then and only then should technology be brought in to ensure that those processes scale"
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Sales people spend way too much time searching for information, giving up and creating sales assets on their own (assets that typically exist elsewhere in the organization).
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Sales 2.0 empowers sales people with simple, efficient access to information about customers and prospects already in context, usable from the start. Pulling this information together, analyzing it, cleaning it, ensuring that it is relevant — these activities should be done by a centralized group and then provided to the sales person or team at the right time — just before a call planning session.
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