Yesterday, I talked about social selling. What it is and why it is important for sales executives to pay attention. Given the confusion around the meaning of Sales 2.0, I thought it would be a good idea to clarify the dialog, because the terms Sales 2.0 and social selling are often used interchangeably.
Often described as the use of better, technology-enabled sales practices to improve speed to close, team collaboration, strategic accountability and customer engagement, Sales 2.0 signifies an evolution in the approach to the sales process. Today’s buyer can circumvent your company’s fancy marketing programs and advertising to find out anything they want to about you through their social networks.
Yes, technology can increase the gains in sales-to-close conversion, but technology is only a portion of the equation. There is an attitude that must be cultivated and adopted in companies – and specifically sales organizations – of all sizes and industries, which recognize that Sales 2.0 is – at its core – is about helping sales people spend more time with their customers.
Isn’t that what every company wants? [Read more…]