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The Wrong Definition of Sales 2.0
"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."
Thoughts on Sales 2.0 from Lee Levitt
"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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