There is much buzz around the Sales 2.0 movement and many different definitions afloat.  Our definition is that Sales 2.0 is the effective convergence of people, process and technology.  Regardless of the variations in verbiage, what remains consistent in is the impact technology can have on the buying and selling process.

So, to take a look at this issue, we surveyed 97 Sales & Marketing Directors, VPs and C-Level Executives on the Impact of Sales 2.0 Tools within their organizations.

We focused on tools/services in four core areas:

Adoption Rates

We thought the most interesting way to present adoption rates would be to overlay the data to the technology adoption lifecycle (as made famous by Geoffrey Moore's Crossing the Chasm).

These levels of adoption are interesting. Based on the data, all four categories have crossed Moore's chasm.  Executive leadership in B2B companies would do well to consider how these tools can be used to automate, scale and repeat solid underlying Sales and Marketing processes.
 

Deployment Rates

We've also broken out deployment rate data by company revenue size. You can download a the Sales 2.0 Tools Deployment Matrix with no registration required. To highlight a few interesting points:

Please note that this report is a snapshot of market perception and is not intended to review or recommend specific solutions. 

We would love to hear from you so.... 

Let's get a conversation going! Hope to hear from you!

Steve Harper, is today's guest blogger. He also blogs at plan2win.
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With the explosion of "Sales 2.0" mentions, how do we evaluate the tools that are available?  Which ones will really drive better effectiveness? 

According to CSO Insights, the #1 issue that worries VP Sales and CEOs, behind increasing revenue, is increasing sales effectiveness. 

In a different survey, 97% of CEOs interviewed are planning on increasing revenue this year.  More interestingly, 67% plan on increasing revenue while REDUCING headcount in the sales department. 

Now, I am not a math major, but, if you want to increase sales and decrease sales people, each sales person has to sell more than they were selling.  Right? So increasing the productivity of each sales person has to be the utmost priority.  The real question is exactly HOW do you do that?  Enter Sales 2.0 tools. 

First, let's back up and talk about what Sales 2.0 IS... With all the stuff written, you would think that there is a new Facebook that sells the stuff for you.  The reality is that selling is just as hard (more so) than ever before.  The other reality is that buyers are more informed than ever before, and they EXPECT you to be.  Therefore the first 2 sales calls (introduction, learning about the business, etc.) are gone.  Sales 2.0 is the acceleration and abrupt deceleration of the sales process.  It is also the incredible number of tools and services available.

So what are the tools?  Salesforce.com is the most visible tool that sales teams are now using, but InsideView, Connect and Sell, DemandBase, and Kadient are excellent examples of where sales tools are headed.  The key is having the information that you need, when you need it, in a place that you need it, so you can ACT ON IT!  And this is where things sometimes fall down.

For today, let's start with ConnectAndSell. 

(Trish here: ConnectAndSell is a combination of switching technology and virtual sales agents that connect Sales Reps to prospects.  They guarantee 5 live connects per hour to each of your Reps and typically average 7-10.)

This is a great tool, technology and service... BUT, for it to work, the team has to be ready and trained to use it. If they just throw up on the individuals that they get on the phone, then all you did was add efficiency to a bad selling experience and process.  You will get more conversations, so by simple math you will get more deals, but you haven't really made the sales process an engine.  So a few things to make this a success:

1. Have a plan and a VERY TARGETED list.  Without a good target list based on a good sales plan, then this is automated "Spray and Pray"
   
   
2. Have an Excellent 15 second introduction. Get their attention fast and keep the conversation about them, their issues, and their success.
   
   
3. Know what your goal is. 99% of companies are not going to close anything on one call.  You are probably just trying to set up a time to have a more detailed conversation.  Get their attention, generate some interest, set up a time, get off the phone, move to the next one
   
   
4. Stack industries, verticals or product lines. This makes the introduction and the conversation easier for the rep to focus on. If the first call is a bank and the next call is an engineering firm, the mental shift in a few seconds is tough. Make sure that the list is focused every time you use the service.
   
   
5. Turn off your cell phone and forward to voicemail your desk phone. Close your email client. FOCUS on the calls and you will be much better.

These tips should help you increase your effectiveness with ConnectAndSell.  Good Selling!

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Trish here again: Steve mentioned that he will be sharing his thoughts on other tools over the next several weeks. I'll be sure to share them when he does.

I would like to extend an invitation to participate (in the 4 minute web survey) to Sales and Marketing Leaders.  We will reward your participation with a FREE copy of the report when published. Here are a few requirements for participation:

• Selling in a B2B environment
• Survey participants are Director, VP or C-level (Sales or Marketing)

If you are interested, please email Matt at insidesalesreport@bridgegroupinc.com and he will send you the links. 

The report will focus on technologies in the following core areas:

• CRM tools
• Sales & prospect data sources
• Lead tracking & marketing automation
• Sales enablement & productivity

The topics we will be investigating include:

• The overall impact of these tools on corporate objectives
• Perceptions of effectiveness - compared between Marketing and Sales
• Adoption and usage rates across the organization

I know you will find the information to be of great value.  I am looking forward to having readers of this blog participate so thanks in advance!

(Photo credit: jannem)

I love to read blogs that make me laugh and I read a post on The Sales Wars that was interesting and funny.  It was written by Michelle Doucette who is a gatekeeper for a software company in the Boston area.  Take a peek here and find an excerpt below:

I think the topic is one of interest to everyone in sales.  Times have changed and where we used to think we had to "get past" the gatekeeper, now we should figure out how to "work with" the gatekeeper. 

As inside sales practitioners, how much time do we spend on crafting a compelling elevator pitch for the gatekeeper? 

After all, we wouldn't be calling at all if we didn't believe we could help the company solve a business problem, but how do we convey that to the gatekeeper in way that is relevant to them?  Their immediate issues don't include getting their applications to market faster or SOX compliance.  They do care about being viewed as an asset and a contributor to the overall success of the company.  How do we help them to help us?

I would love to hear from the Inside Sales Experts community.  What have you found to be effective in working with the gatekeeper?

Now, I consider myself a seasoned and professional cold caller but his comment made me take a step back and realize that while I need to hold the attention of a potential prospect, I also need to deliver information to my audience in a way they can absorb.

If you are in the Inside Sales game, you probably average 52 calls a day.  Industry data proves that 80% of that time you are leaving a voice mail message.  So what do we do when someone actually answers the phone?  We are all guilty of trying to get out as much information as possible.   Subconsciously you may be thinking, I've finally connected with the person . . . here's my chance! 

But before you race through that bedtime story, remember the following:

• Carefully Target Your Audience - Do you know what your Ideal Customer Profile looks like?  Do you understand the role and responsibilities of the person you are prospecting?  Are you prepared to talk to them about issues that are relevant to their market? 

• Be Prepared, Do Research - Learn as much about the organization as you can before getting on the phone.  Focus on the key areas where your company can bring value to their organization.  Be ready to articulate how your solution can eliminate the challenge(s) they may be experiencing.

• Be Concise - Outline what you want to say on paper before calling.  If you reach voice mail, use your outline to help you remain clear and to the point.

• Clearly Articulate Your Contact Information - Clearly state your first and last name as well as your company name.   When leaving a voicemail, remember to say your phone number slowly as if you are writing it.  I like to say my phone number twice (I know others will argue this point, so use your own personal preference).

So, net/net, whether you are speaking to a 7 year old or a "C" level executive, it's important to know your audience and communicate with them in a way they are comfortable with and that delivers the message.  

Just read an incredible post on salesteamtools.com about how to use a camera phone as a sales tool! 

When I first saw the title I was skeptical but the post contains 5 great ideas that never occurred to me.  The comment section contains additional ideas that are worth a read as well. 

This got me thinking about other technologies we all have at hand but may take for granted. Here are 2 more tips of my own:

• Tip 1: Did you ever leave a sales call and then get back to your office to write a proposal but you know you forgot one specific point the prospect had really responded to?  We all have so much stuff in our head that remembering every detail of the many conversations we have every day can be a challenge.  Well, here is a solution: Most phones feature a "record a message" function.  When you get in your car, and before you check voice mail and email, record yourself a message about the key points you need to outline in the proposal. 

• Tip 2: We all carry ipods as part of our gear.  There are dozens of great sites out there you can download books on selling or even short podcasts on sales and marketing that are truly brilliant.  Build yourself a list of these sites and instead of grooving away to Zeppelin (yes I still love Zeppelin) listen to an expert and expand your mind!  We might not have time to attend a sales seminar but we all sure do spend plenty of time in our cars!

Ya gotta love technology! Feel free to share any additional ideas you have about how to use the tools we have at our disposal!

• Endless Referrals by Bob Burg
• The Little Red Book of Selling by Jeff Gittomer
• The Little Red Book of Sales Answers
• Red Hot Cold Call Selling by Paul Goldner
• Selling to Big Companies by Jill Konrath
• You Can't Teach a Kid to Ride a Bike at a Seminar by David Sandler

This is a good start.  If you have any others to add to the list, please feel free to post a comment!  Let's learn from each other!