An introduction to the emerging Sales 2.0 trend discusses the principles of the phenomenon, the explosive growth of online products and technologies, and the transformation of customer buying preferences; reveals the differences between Sales 2.0 and traditional selling techniques; and explains how to redeploy sales teams for better bottom-line results.
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.
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Part One. Selling In The 21st Century. |
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Introduction: How Innovative Selling Began In Silicon Valley. |
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2. Why Is Sales 2.0 Imperative For Your Business? |
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3. Sales 1.0 To Sales 2.0: Changing Mindset. |
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4. Sales 2.0 Results And Rewards. |
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5. Seven Misperceptions About Sales 2.0. |
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6. Eight Sales 2.0 Imperatives. |
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7. R U Sales 2.0?: A Checklist. |
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Part Two. Your Entry Into Sales 2.0. |
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1. Inside Sales: The Strategic Central Nervous System Of Sales 2.0. |
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2. Sales Development: Generating, Qualifying, Managing Leads. |
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3. Telesales: Selling By Telephone And Web. |
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4. Benefits Of Inside Sales. |
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Part Three. Profiles Of Four Sales 2.0 Leaders. |
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Part Four. Getting Started With Sales 2.0. |
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Introduction: How Can Sales 2.0 Work For Me? |
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1. Your Sales 2.0 Plan: Making A Transition. |
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2. Sales 2.0 Strategy: Realigning Your Sales Organization. |
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3. Sales 2.0 Sales People: Assessing Staffing. |
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4. Sales 2.0 Process: Defining Your Customer-Centric Process. |
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5. Sales 2.0 Technology: Selecting The Right Tools. |
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6. Closing Comments: The Future Of Sales 2.0. |
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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.
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