Technology and improved access to information is making selling both harder, and easier. Our increased "connectedness" offers opportunities for the innovative, insightful, and motivated sales professional to shine.
In this white paper we'll talk about what lies beyond Sales 2.0: how to marry the "best of the fundamentals" with sales enablement and social media.
Download this white paper and learn how to make social media work for your sales team; encourage "best practices" 2.0 selling habits; integrate CRM and social media tools and leverage sales 2.0 for more effective prospecting.
Sales 2.0 and Beyond:
Driving
Next-Generation
Sales ProspectingINTRODUCTION Technology and improved access to information is making selling both harder, and easier.
Our increased "connectedness" offers opportunities for the innovative, insightful and motivated sales professional to shine. On the other hand, the barrage of information directed at us, both at home and work, is growing exponentially-making it more difficult than ever to "cut through the noise" and really be heard by prospects and customers.
In this whitepaper we'll talk about what lies beyond sales 2.0: how to marry the "best of the fundamentals" with sales enablement and social media. Because-despite the proliferation of communication technologies-the root of successful selling hasn't changed. It's still all about the right message, delivered to the right person, at the right time. Social media and "social CRM" are simply new approaches to accomplish this aim.
Accomplishing this depends both upon having the targeted prospect lists, complete and accurate company information, and an understanding of the business challenges that will motivate them to consider your offering (including factors native to the specific firm, industry trends and marketplace dynamics). Sales 2.0 is, at its core, a methodology for effective message delivery and consistent communication processes.
Table of Contents:
1. "Sales 2.0": A Common Understanding 2. "Sales 2.0" and Social Media: The New Paradigm3. Making Social Media Work for Your Sales Team How do you encourage "best practice" 2.0 selling habits? Modeling social media success for your team 4. Integration is at the Heart of Effective Selling Optimizing your CRM 5. CRM and Social Media: Considerations Marrying CRM and Social Media Capturing Information in Your CRM 6. Some Things Haven't Changed: Don't Forget the Fundamentals Prospecting: Reaching the Right Decision-Makers7. Work with Marketing to Avoid Common Pitfalls Reputation Counts in Social Media; Follow Deliberately, Associate Carefully Good Data Management Counts More than Ever in Turbulent Times "Free Data" does not equal "Accurate Data" ..."You get what you pay for" still rings true... 8. Success Strategies Leveraging social media: the truth behind the buzz, tangible success strategies
www.OneSource.com"Sales 2.0": A Common Understanding
According to SellingPower the defi nition of Sales 2.0 is as follows:
"Sales 2.0 brings together customer-focused methodologies and productivity-enhancing technologies that transform selling from an art to a science. Sales 2.0 relies on a repeatable, collaborative and customer-enabled process that runs through the sales and marketing organization, resulting in improved productivity, predictable ROI and superior performance."
A key factor to note in this defi nition: the emphasis on process and supporting technologies; these "twin pillars" underlie expectations of predictability, and performance. Note that in this context "technology" includes not only sales enablement tools, but informational tools (delivering sales intelligence), as well.
In "Sales Intelligence: The Secret to Sales Nirvana" Download "The Secret to [Aberdeen Group, 2009] best-in-class sales organizations employing third-party infor- Sales Nivana" at OneSource.
mation solutions saw signifi cant improvements in sales effective- com/resources.aspx
ness. Of the best performers, 84% experienced year-over-year improvement in time spent by sales reps searching for relevant company, and contact information.
This overall fi nding correlated the adoption of technology, employment of third party sales intelligence, and formalization of sales processes with improved performance across key metrics, including: revenues per account, qualifi cation rates and market share.
"Sales 2.0" and Social Media: The New Paradigm
>> Information Overload: sales pros need to sift through an over-whelming amount of information in order to fi nd consistently useful Top 5 Perceived data-and the explosion of social media is accelerating the growth Bene? ts of Social Media
If email was a country, its 1.4 billion users would make it . Generating exposure for the largest in the world. Bigger than China, bigger than the business (81%)the populations of the USA and European Union . Increasing traffi c/opt-ins for house lists (61%)c... [download for more]
