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Sales Models, Metrics, and Motions Blog

Sales 2.0 - How Do I Learn More?

by Trish Bertuzzi on Fri, Jun 11, 2010

The Sales 2.0 Conference is coming to town again and this one just gets better and better. Last year our clients had to be cajoled into attending, but this year they're excited to learn about the sales transformation that is taking place. Of course, our clients are the best and brightest so of course they are constantly seeking a competitive advantage!!

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:

So, next time a vendor wants to show you his shiny Sales 2.0 tool, ask them:
  1. Do you understand my business?
  2. What's the most important task on my list?
  3. Which urgent business problem of mine does your ‘tool' address?
  4. 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 2.0 Conference, Boston - June 28
  • 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.

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