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Articles in category: Sales 2.0

1. The Whys and Hows of Social Selling Explore Sandhill (May 10 2013) Sales 2.0 Social networking sites reach nearly every person nowadays, with most people with an online presence frequenting at least one social site. In this interview, the CEO and founder of Nimble, Inc., shares why this is a game-changer for sales and gives three main ways for a salesperson to prepare for social selling. (Read Full Article)

2. Two Concrete Ways Sales Can Benefit from Marketing Automation Explore destinationCRM.com (May 6 2013) Sales 2.0 Marketing automation has become the secret weapon of the sales department. Forward-leaning sales teams have figured out how to benefit from this tool, beginning with integrating it into their CRM systems. This gives the sales team an end-to-end view of a prospect's life cycle, as well as useful information to engage in relevant conversations with prospective buyers. According to the Lenskold Group, firms that implement marketing automation see a 28 percent rise in revenue per sale. These are results that can't be ignored. (Read Full Article)

3. How to Increase Sales for a Company: Tips for Paid & Organic Lead Generation Explore Business 2 Community (May 2 2013) Sales 2.0 , Sales Management For business owners wondering how to increase sales for a company, the answer is fairly basic: Only by drawing leads into your sales funnel—either through your company website or through strategic landing pages—can a company hope to convert online (Read Full Article)

4. Social Savvy Beats Cold Read for Warming Up to Customers Explore ecommercetimes.com (Apr 30 2013) Sales 2.0 The talents for gleaning information are no longer restricted to fake psychics or outside sales professionals. Social media platforms are providing all the clues that a prospect's office might offer to a salesperson and making them available to anyone who cares to do the research. (Read Full Article)

5. 4 Steps to Social Selling (Oracle Social Spotlight) Explore Oracle Blogs (Apr 29 2013) Sales 2.0 Social selling has all but done away with the image of poor Willy Loman, the guys of Glengarry Glenn Ross, or the door-to-door vacuum cleaner salesman who cleans everyone’s carpets for free then doesn’t get a sale. Those guys were cold callers who didn’t know their prospects. Didn’t even know they weren’t prospects at all. But even the most veteran salespeople will tell you relationships are what usually get the deal closed. So it’s mighty convenient that social is all about connecting and fostering relationships. How senseless not to use social to do just ... (Read Full Article)

6. The B2B customer decision journey: The route to increased sales Explore forbes.com (Apr 24 2013) Sales 2.0 , Sales Leadership , Sales Management While B2B organizations have embraced the idea of customer-centricity, many have yet to adapt to the reality of customer behavior. That’s resulted in millions of marketing dollars being misspent and potential sales lost at a time when companies can ill afford it. In fact, our work with more than 30 marquee B2B organizations around the world shows that half or more of all marketing spend is doing little to influence the purchasing decisions of top customers and providing little help to the sales people calling on them. To right that train, B2B organizations need to develop a much deeper ... (Read Full Article)

7. The Lean, Mean Sales Machine Explore Direct Marketing News (Apr 23 2013) Sales 2.0 Marketing automation is both a technology and a process that drives more ROI from marketing and dramatically increases the quality of leads provided to sales. However, companies rarely understand an equally important function of marketing automation: It also reduces the cost of sales by propelling leads farther through the funnel so they're more apt to buy. (Read Full Article)

8. Getting Your Employees To Share Their Best Ideas On Yammer, Chatter And Enterprise Social Explore FastCompany.com (Apr 22 2013) Sales 2.0 People think of social work tools as great ways to share--but in fact, employees often clam up. Learn how to improve collaboration with these tips from the president of Second City Communications (Read Full Article)

9. 5 Sales Video Techniques To Crush Your Quota Explore forbes.com (Apr 22 2013) Sales 2.0 As we begin to employ video more and more into our websites, communication and sales presentations, we simply can no longer afford to be boring, long-winded or badly prepared. Here are five creative techniques to improve the impact of your videos. (Read Full Article)

10. Adam Seligman of Salesforce.com On Social Business Explore .net magazine (Apr 19 2013) Sales 2.0 Discover brands that are pioneering social business and driving innovation. (Read Full Article)

11. McKinsey: Salespeople Need To Improve Their Social Media Skills Explore forbes.com (Apr 16 2013) Sales 2.0 Sales organizations in business-to-business companies have only scratched the surface of using social media. While salespeople have long been known for their social skills, those who can hone their social media skills will thrive in the digital age. (Read Full Article)

12. The Say-Anything Salesperson Is a CRM Killer Explore CRM Buyer (Apr 11 2013) Sales 2.0 , Sales Leadership , Sales Management For a salesperson, failing to become a trusted partner—and, indeed, betraying the prospect's trust by overpromising and skirting the truth—is both unethical and outdated. Dishonesty is obviously a bad thing, and when it happens with sales, it leads to unacceptably high levels of churn, followed by unacceptably negative commentary in social media that drives off prospective customers. It results in an opportunity cost far greater that the value of the short-lived sale gain. (Read Full Article)

13. Salentica Releases Schwab Openview Gatewaytm Solution for Microsoft ... - Bobsguide (press release) Explore Bobsguide.com (Apr 11 2013) Sales 2.0 Salentica Releases Schwab Openview Gatewaytm Solution for Microsoft ...Bobsguide (press release)Salentica Inc., a market leader in providing innovative and integrated Client Relationship Management (CRM) and Client Reporting technology solutions for wealth managers, and Schwab Intelligent Technologies announced the general availability of Schwab ...and more » (Read Full Article)

14. The Rise of Pre-Emptive Selling Explore solutionsellingblog.com (Apr 9 2013) Sales 2.0 For forward-thinking sellers, the current signs predict a radically different approach to selling today, not 40 years from now. It is no longer advantageous to ignore the Internet and social media, when so many buyers are using these to find someone to solve a problem or fill a need. Indeed, top sellers are already using the tools at their disposal to win deals vs. their offline counterparts. (Read Full Article)

    Mentions:   Aberdeen Group

15. Top Salespeople Use LinkedIn to Sell More Explore HBR Blog Network (Apr 4 2013) Sales 2.0 Nearly one in five reps have used the social media site to generate new revenue. (Read Full Article)

16. 13 Tips to Get Business Teams to Use Your CRM System - Cio Explore CIO.com (Mar 27 2013) Sales 2.0 , Sales Management Having a great new customer relationship management system won't be worth much until you figure out how to get everyone to use it. CRM experts provide tips on how to get members of your sales, marketing and customer service teams to actually use that expensive new CRM system. (Read Full Article)

17. Insights from Gartner's Social Marketing Survey Explore Gartner Blog Network (Mar 27 2013) Sales 2.0 On the heels of publishing Gartner’s marketing spend survey comes another on social marketing.  Gartner’s 2013 Social Marketing Survey Finding: Content Creation Fuels Social Marketing, is now available. Gartner expects growth in social marketing across all industries, but there are barriers in the way as companies and whole industries still work to determine how to reach their customers and support corporate goals. (Read Full Article)

18. Six Simple And Irresistible Alternatives To The Elevator Pitch Explore forbes.com (Mar 26 2013) Sales 2.0 “The purpose of the pitch isn't necessarily to move others to adopt your idea, it’s to offer something so compelling it begins a conversation,” according to New York Times bestselling author Daniel H. Pink.  Pink says that today there more opportunities than ever to get your message out. Yet the traditional elevator metaphor of pitching (the 30 second pitch) is in need of a tune-up, especially in the digital marketplace of ideas. (Read Full Article)

19. This Is Selling With Intensity -- The Pursuit of Happyness Explore forbes.com (Mar 26 2013) Sales 2.0 Some may argue that cold calling is dead or at least the old form of cold calling. But there are still countless people who are having success by dialing, dialing, and dialing some more. Companies are using technology to connect faster and more intelligently. Social selling might be growing, but you still have to pick up the phone or meet in person to make a sale in many, if not most,  industries. The sales cycle and process is changing, but it is, or can be, helped by social media. You can connect easier, but you can also rest on your ... (Read Full Article)

20. How Social Media Can Fuel Your Sales Process Explore Selling Power (Mar 25 2013) Sales 2.0 Learn what is repeatable and scalable regarding social media for sales in this video featuring Ralf VonSosen, head of marketing, sales Solutions for LinkedIn. (Read Full Article)

21. Positioning The Enterprise For The Big Social Win Explore forbes.com (Mar 14 2013) Sales 2.0 The socially enabled enterprise—in which social extends beyond marketing and is integrated into multiple internal and external touch points in the corporate infrastructure—is beginning to materialize.  Businesses today have an unprecedented opportunity to gather and leverage holistic big data, including that gleaned from the vast, fast-moving social web.  But are businesses adequately positioning to seize on that kind of customer experience advantage? (Read Full Article)

22. Embracing Social Sales Inside And Outside The Organization Explore forbes.com (Mar 13 2013) Sales 2.0 Social media is often thought of as an external, customer-facing sales tool. But inside the organization, social technologies are powerful tools that you can use to engage your employees for real-time feedback, enabling them to collaborate on tasks and connect to the resources they need for success. Imagine your ability to harness and develop new business ideas when your employees are all connected, working together, real-time. (Read Full Article)

23. The Force Multiplier Effect of Social Media For Professional Sellers Explore solutionsellingblog.com (Mar 12 2013) Sales 2.0 Increasingly, the use of social media offers a force multiplier effect that allows sellers to amplify marketing messages far more easily than traditional methods. Even better, social media allows them to find, connect, and communicate with prospects on a one-to-one or one-to-many basis. (Read Full Article)

24. New Survey Says 50% of B2B Sales Organizations Plan to Increase Spending on Sales 2.0 Technology Solutions Explore Press Release Distribution (Feb 26 2013) Sales 2.0 Initial data from the 2013 Sales 2 .0 Impact Survey indicates that B2B sales leaders consider sales technology a crucial asset. A full analysis of survey data will be discussed live at the Sales 2 .0 Conference in San Francisco on April 8-9.  (Read Full Article)

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