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.
| |||||||||||||||
Book Description
Frequently Bought Together
Editorial Reviews
From the Inside Flap
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 2.0—customer-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.
From the Back Cover
"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
Product Details
Would you like to update product info or give feedback on images?
|
More About the Author
Customer Reviews
|
Share your thoughts with other customers:
|
||||||||||||||||||||||
|
Most Helpful Customer Reviews
19 of 25 people found the following review helpful:
2.0 out of 5 stars
Overall, very disappointing.,
This review is from: Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology (Hardcover)
I disagree with most of the other reviewers in that I didn't find this book very good at all.
I stared to read the book hoping to find practical tips or valuable concepts on sales applicable in this new electronic age. I got very little of value. Firstly, the whole concept of 2.0 used in this book as nothing more than a synonym for new. They might as well have called it New Sales, but probably wanting to sound trendy opted for 2.0 instead. The term 2.0 is overused as it is. Also, I conceive of it as at least related to user generated content or user interaction, something not referred to in the book. Secondly, the sales 1.0 as presented in the book is a straw man. If we are to believe the authors of this book, sales before they came along consisted of people dropping by random companies to talk to random people in an attempt to sell them something. By contrast, the authors explain sales 2.0 involves innovative practices such as actually figuring out who to talk to. And then monitoring what works and what doesn't. Novel concepts indeed! I don't have a lot of sales experience, but I'm sure sales wasn't as primitive as the authors suggest. Thirdly, the book contains very little practical advice at all. Fourthly, the entire book presents a view on sales derived from very few cases, mainly Oracle. They present the theory and then illustrate the theory with examples from the cases, the same cases, over and over. The book would have worked a lot better if they would have described the Oracle case in detail and deduced theory from that, instead of the other way around. Overall, very disappointing.
3 of 3 people found the following review helpful:
5.0 out of 5 stars
Accelerate your sales cycle with Sales 2.0,
By
This review is from: Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology (Hardcover)
Having rolled-out the first Oracle web site in the 90's, in a (very successful) effort to increase the penetration of the Oracle database in the mid-market, I had the opportunity to work very closely with Oracle's inside sales organization. I later took advantage of this experience to design Siebel's enterprise CRM software, which gave me the privilege to work with some of the most talented companies on the planet. Companies trying to build great sales organizations and striving to integrate successfully the multiple channels of customer communications!
I certainly wish that Anneke Sele's book had been available at the time as it very clearly and realistically explains and underscores how successful sales organizations need to use contemporary technology, and be displined in codifying and measuring meaningful processes and outcomes from prospect inquiry to customer close. Anneke's emphasis on a common lead framework between sales and marketing is right on! Don't wait to implement a low-latency sales cycle: Implement Sales 2.0 now. Laurent Pacalin CMO at FICO
4.0 out of 5 stars
Upgrade to 2,O,
By Glenn Chapin (GA,) - See all my reviews
Amazon Verified Purchase(What's this?)
This review is from: Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology (Hardcover)
Full disclosure - I am a 1.0 sales guy, where the reasgle sales folks can do it all. 2.0 Clearly represents a departure from the tried and true and representqs a process to leverage the outside sales organization. It only makes sence to utilize 2.0 tools to maximize the the power of the sales org. Every sales leader needs to have this one on thier reading list.!Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
Share your thoughts with other customers: Create your own review
|
|
cold calling, visible path, innovative sales practices, sales process metrics, qualified lead volume, sales development group, sales development team, imperative for your business, sales cycle length, started with sales, sales cycle steps, telesales group, team quota, telesales team, field sales organization, sales process steps, field salespeople, sales portals, development reps, online contracting, four sales, implementing sales, sales resources, field salesperson, qualified opportunities Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, Silicon Valley, Larry Ellison, Guided Selling, North America, Phone Works, Latin America, Aaron Ross, Ligna Directa, David Thompson, Josiane Feigon, New York, Instant Messenger, Field Reps Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
What Other Items Do Customers Buy After Viewing This Item?
Tags Customers Associate with This Product(What's this?)Click on a tag to find related items, discussions, and people.
|
Customer Discussions
|
This product's forum
Active discussions in related forums
Search Customer Discussions
|
Related forums
|
