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Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology Hardcover – December 15, 2008
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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 2.0customer-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.
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
More About the Author
Top Customer Reviews
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.
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.
CMO at FICO
When I was in the first grade my dad taught me a valuable sales lesson. There was a contest at school to see who could sell the most cans of popcorn. He said "son if you want to win, you knock on every door till there are no more doors". (ahh...sales is a number game!). Even though his sales advice couldn't be more true, I remember being frustrated while going door to door...I remember thinking "there has to be a faster way...I should use my bike". And the same frustration existed while delivering all those cans of popcorn..."there has to be a faster way...my dad should drive me". Needless to say, I don't get aggravated as easily these days but as you read my Sales 2.0 journey below I think you will recognize the continuing theme in striving for efficiencies.
Professionally I was introduced to improving efficiencies in the late 90s as I was a part of a ISO 9001 effort. Not only did we achieve our ISO certification in our new paperless work environment, but it made sense and it helped our business considerably. Then in the early 2000s I started my first technology sales job.Read more ›
This book is not great, but has some new ideas on how to use new tools. I am always looking for a new idea for my tool bag and this had some ideas. The use of WebEx, for instance, is a way that will allow the client to gain more information in less time from the sales person. Since our role is to make sure the client is the hero, anything that can help the client do their job quicker and more efficiently is important. I have participated in WebEx presentations, but have not created one, so this will be a good challenge.
Finally, was the time spent worth it to read it? I picked up so new ideas, so the answer,for me, is yes.
Most Recent Customer Reviews
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... Read morePublished on January 8, 2012 by Glenn Chapin
I just finished reading Sales 2.0 and I'd recommend it to anyone looking to take sales to the next level. Read morePublished on July 29, 2009 by Joan C. Curtis
This is a must read for anyone in an executive level in sales and marketing. Anneke and Brent provide concrete examples of how companies today to rethink and refocus their sales... Read morePublished on June 19, 2009 by Douglas L. Schmidt
This book contains many valuable tips for justifying and establishing a telemarketing/internet-based sales organization. Read morePublished on April 21, 2009 by Joe M. Yoder
I thought this book was awesome.I used to own my own Call Center and was a former Past President of the American Teleservices Assn trade organization , so the "next generation"... Read morePublished on April 15, 2009 by Norman Pensky
Sales 2.0 is an indicator as to the growing interest in modernizing the customer acquisition process. Read morePublished on March 24, 2009 by Greg Alexander
I highly enjoyed reading this book. Once you start, you don't want to stop. It is well-written and a treasure trove for real-world pragmatic examples and new ideas.Published on January 28, 2009 by J. Mandeville
Sales is changing----- for the better. This book walks you through the evolution sales has undergone and helps you understand what to expect in this rapidly changing landscape. Read morePublished on January 11, 2009 by Josiane Feigon