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Library | Item Barcode | Call Number | Material Type | Item Category 1 | Status |
|---|---|---|---|---|---|
Searching... | 30000010202667 | HF5438.35 S45 2009 | Open Access Book | Book | Searching... |
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Summary
Summary
Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it
Sales 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 Notes
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 |
| Part 1 Selling in the Twenty-First Century | p. 1 |
| 1 What is Sales 2.0? | p. 5 |
| 2 Why is Sales 2.0 Imperative for Your Business? | p. 10 |
| 3 Sales 1.0 to Sales 2.0: Changing Mindset | p. 18 |
| 4 Sales 2.0 Results and Rewards | p. 22 |
| 5 Seven Misperceptions about Sales 2.0 | p. 26 |
| 6 Eight Sales 2.0 Imperatives | p. 33 |
| 7 R U Sales 2.0? A Checklist | p. 51 |
| Part 2 Your Entry into Sales 2.0 | p. 55 |
| 8 What is Inside Sales? | p. 59 |
| 9 Sales Development: Generating, Qualifying, and Managing Leads | p. 62 |
| 10 Telesales: Selling by Telephone and Web | p. 78 |
| 11 The Benefits of Inside Sales | p. 91 |
| Part 3 Profiles of Four Sales 2.0 Leaders | p. 97 |
| 12 Oracle Corporation: The Original Sales 2.0 Company | p. 101 |
| 13 WebEx Communications: Software-as-a-Service Leader and Sales 2.0 Showcase | p. 133 |
| 14 Genius.com: An Emerging Sales 2.0 Pioneer | p. 155 |
| 15 Syneron: Visionary Sales Leadership in an Unexpected Industry | p. 166 |
| Part 4 Getting Started with Sales 2.0 | p. 183 |
| 16 Your Sales 2.0 Plan: Making a Transition | p. 185 |
| 17 Sales 2.0 Strategy: Realigning Your Sales Organization | p. 188 |
| 18 Sales 2.0 People: Assessing Staffing, Training, and Compensation | p. 191 |
| 19 Sales 2.0 Process: Defining and Measuring Your Customer-Centric Sales Steps | p. 196 |
| 20 Sales 2.0 Technology: Selecting the Right Enabling Tools | p. 201 |
| Afterword | p. 223 |
| Sales 2.0 Resources | p. 229 |
| Index | p. 233 |
