Sales 2.0 Center

What is Sales 2.0?
Evolution of Sales
Sales 1.0 vs. Sales 2.0
10 Things To Amp Up To Sales 2.0

 

Evolution of Sales

Over the last 20 to 30 years we have seen changes in the way we sell. Most of the real changes have come over the last 7 years, largely driven by new automation technologies for both sales and marketing operations, affecting the roles of these two organizations and the way in which they interact and support each other. And secondly, by economic factors that continue to lengthen and complicate purchase decision cycles, and drive up the cost of field sales operations.

	1980s
	People Process Technology “Road Warrior” Individual, Lone Wolf Tough Skin, sense of humor Good golf game Product training only Little investment in people “Door to Door” Yellow Pages Fortune 1000 accounts only IT people Defined process lacking Product Marketing focus Feature Feature Feature Late 80’s Oracle- Aggressive Demand Gen Forecasting- excel or paper What technology? Index cards Binders Mainframes Very early SFA’s, ACT-individual use as contact manager

	1990s
	People Process Technology Experience counts-but late 90’s started hiring very inexperienced people Sales Methodology Training Expensive Sales Models Outrageous "Club" Trips "Long Lunches" Entertainment Lead Gen/qualification Mass Marketing Features & Benefits Inside Sales’Customer Base Teaming Customers starting on-line research themselves Sales doing research on-line Fortune 2000, IT and C level Metrics focus for Inside sales Late 90’s didn’t have to really sell Late’ 90’s People buying to just buy Evaluations, Trial and POC’s CRM- team usage-IT dependant, low adoption among field Corporate Website Webinars-early start Email

	NOW
	People Process Technology Sales DNA still king but hard to find Looking beyond people with success only in late 90’s early 2000 More emphasis on al kinds of training More emphasis on retention and career paths Funnel Management- more defined processes Success is formula driven, repeatable and scalable Efficiency and Effectiveness Focus SMB opportunities Line of Business Users Smaller more targeted demand generation Value Selling- business needs and pain points Automate, automate Sales and Marketing In Alignment share same goals and objectives Interactive Win Loss Multiple sources of Information "Warm Calls" Sharing of Best Practices Drive towards shorter sales cycle, volume & velocity Predictable, repeatable sales model Explosion of SaaS tools driving more end user focus "interactive" websites and communication IM, chat, Blogging Move to 2 way interactive Webinars Push technology Social networking for business Real-time Dashboards Proposal generators Automate and simplify Incentive Compensation Recruiting and screening systems Transitioning from excel forecasting to automated forecasting Systems designed from a sales reps perspective not management Instant downloads, trials