Sales 2.0 Improve Business Results Using Innovative Sales Practices and Technology

by Seley, Anneke; Holloway, Brent

• ISBN13: 9780470373750
• ISBN10: 047037375X
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-12-15
• Publisher: Wiley

Summary

Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from itSales 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.

Author Biography

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.

Table of Contents

Acknowledgments	p. ix
Preface	p. xiii
Foreword	p. xvii
Selling in the Twenty-First Century	p. 1
What is Sales 2.0?	p. 5
Why is Sales 2.0 Imperative for Your Business?	p. 10
Sales 1.0 to Sales 2.0: Changing Mindset	p. 18
Sales 2.0 Results and Rewards	p. 22
Seven Misperceptions about Sales 2.0	p. 26
Eight Sales 2.0 Imperatives	p. 33
R U Sales 2.0? A Checklist	p. 51
Your Entry into Sales 2.0	p. 55
What is Inside Sales?	p. 59
Sales Development: Generating, Qualifying, and Managing Leads	p. 62
Telesales: Selling by Telephone and Web	p. 78
The Benefits of Inside Sales	p. 91
Profiles of Four Sales 2.0 Leaders	p. 97
Oracle Corporation: The Original Sales 2.0 Company	p. 101
WebEx Communications: Software-as-a-Service Leader and Sales 2.0 Showcase	p. 133
Genius.com: An Emerging Sales 2.0 Pioneer	p. 155
Syneron: Visionary Sales Leadership in an Unexpected Industry	p. 166
Getting Started with Sales 2.0	p. 183
Your Sales 2.0 Plan: Making a Transition	p. 185
Sales 2.0 Strategy: Realigning Your Sales Organization	p. 188
Sales 2.0 People: Assessing Staffing, Training, and Compensation	p. 191
Sales 2.0 Process: Defining and Measuring Your Customer-Centric Sales Steps	p. 196
Sales 2.0 Technology: Selecting the Right Enabling Tools	p. 201
Afterword	p. 223
Sales 2.0 Resources	p. 229
Index	p. 233
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