If you are still confused about Sales 2.0, let me give you our definition:
Sales 2.0 is the effective integration of people, process and technology
Where the 2.0 movement goes slightly off the rails is when it gets hijacked by just the technology piece. If you hire the wrong people or fail to craft an effective process, all the technology in the world won't make you successful. Or, as we like to say, "A fool with a tool is still a fool". You can find out more about our thoughts on this topic with Have You Mastered Sales 1.5?
Along those lines, I recently read a post by Donal Daly on the Customer Think blog: Don't Ever Buy a Sales 2.0 Tool. Here's an excerpt:
Everyone, especially men, seems to love the tooling analogies in business. "That's a great tool for the job." "This is an extra tool in your kit-bag." This metaphor for the digital world - the manual, physical paradigm - may suggest positive images of visible progress, but can obviate the need for what should be an obvious question. What job are you trying to get done? What problem are you trying to solve?
Donal hit the nail on the head! He goes on to say:
- Do you understand my business?
- What's the most important task on my list?
- Which urgent business problem of mine does your ‘tool' address?
- How does it fit in with my strategic priorities?
There are going to be any number of best in class vendors at the Sales 2.0 conference. We use many of their technologies in our own business. But, the ones we work with and recommend have solid answers to the questions listed above.
So, if you want to learn more about this interesting movement, come to the conference! Here are some of the highlights:
- Sales & Marketing Alignment
- Compensation & Sales Performance
- How to Create a Sales 2.0 Operation that Delivers Double-Digit Growth
- Sales Process Management and Metrics
- Keys to Sales Success in the Cloud
- Sales Triggers: How to Find Hidden Opportunities & Shorten Sales Cycles
Hope to see you there and would love to chat about your people and process to tie it all together for you!
|The Impact of Sales 2.0 Tool Report|
|Learn more about adoption, effectiveness & impact of Sales 2.0 tools for B2B Sales & Marketing groups.
Based on surveys of over 90 B2B companies.